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Hello. I’m Brandon Lewis with Painters Weekly. What if you could create an avalanche of painting referrals each and every time you went on an estimate? That would be amazing. What if you didn’t have to spend an additional dime, even, to make this happen? What if you could use a piece of paper and a few magical words to constantly have more referrals in your life from each and every individual you see?
What, also, would happen to your business if you could get other home service companies to send referrals to you, because you could prove to them that this process worked? That’s exactly what we’re going to talk about today, when we discuss surveying your clients during the estimate.
During every estimate, you have an opportunity, typically, to leave the client. The most important time that you do this is when you go out to your car or truck or van to generate or produce your on-site estimate. If you’re emailing in your estimates, that’s costing you hundreds of thousands, tens of thousands of dollars in personal income every year. It’s a terrible way to do it, but that’s a conversation for another time.
Let’s assume that you’re in the elite smart group of people that would never consider emailing something that’s $12,000, $6,000 and try to sell it through email like a can of beans off Amazon, because everything that’s important in our culture is sold face to face but, again, that’s a subject for another time.
You’re going to leave them there. They could be watching Oprah or they could be watching Looney Tunes or, maybe if they have kids, they’re watching something like Calliou or God knows what else. Instead, you use that time to benefit you. There’s other ways we teach people how to get get benefit from the time alone to sell, market and differentiate your painting business, but this is just one of them.
I want you to survey your clients, and here’s how you do it simply: you just say to the client, “You know, I’m going to leave you with this sheet of paper and, as a service to our clients, we often recommend other home service providers that do things that we don’t do, because the man-in-the-van industry is fraught with people that cause homeowners and business owners lots of trouble. These are people that I’d use in my own house, that I constantly recommend. If you need anything done around your house over the next six months, if you’ll just check the box, I’ll get you a referral that you can trust. I’m going to go out here now and work on your estimate.”
I’ve left some things out, but for this abbreviated, quick podcast, that’s what you say. On this sheet of paper, you simply have, similarly, the verbiage I just said but printed, as the intro, and you have “carpenter” if you don’t do carpentry. Gutter replacement, roofing, landscaping, pest control, cabinet replacement, tile flooring, hardwood flooring, maid service, anything that a man-in-a-van business, HVAC, would typically do, you put on that list.
When you come back in, what you’re going to discover is around 60% to 70% or more will fill out that sheet. On average, they’ll check about two and a half to three boxes, which means now, if you see 10 estimates a week, at the end of every week you’ve got 20 to 30 referrals to give to other home service people. When you begin giving referrals to people in abundance, they begin giving them to you. Otherwise, that time when they’re left in the house is completely wasted. Instead, you can become like the Santa Claus of referrals in your area. You can become beloved and this reciprocation, which is the number one form of influence, builds up with these companies that you continually send these referrals to, and they feel obligated to refer you as well. It costs nothing to do this. It’s a very powerful strategy.
In a future call, we’re going to talk about how you can take this strategy that created hundreds of thousands of dollars in revenue a year for me in my painting business, and I’ve watched it work for hundreds of other painting companies. You’re going to see how you can take this strategy from just the survey to the next level, but that is a strategy and a tactic for another time. Until next time, I’m Brandon Lewis with Painters Weekly, where we are empowering painting contractors to become successful entrepreneurs.