Platinum Author
Referrals are very important to business owners and to sales people. The other day I met a person who would never get a referral from me. I will describe the errors he made in his behavior, by my doing this you learn what not to do and be able to avoid such mistakes.
I was making my weekly office visits dropping off some note pads that have my business name and contact information on them. I believe in top of mind marketing for the business I am in. When I entered this particular office he (the subject) was sitting at the front desk. I introduced myself, and as I handed my the notepad to him and I asked him how things are going.
He begins by stating that the notepads do not bring him business and that he refers business to those that send him business. Immediately he started off badly.
He showed no interest in a conversation. He was completely centered on himself and showed no interest in how things for me have been. Not that he really needed to care, but he should have at least asked merely because it is the common courtesy to do so. He apparently expected me to find him business so that I could then do the home inspection on the house. it is not my responsibility to make up for his lack of marketing and personal skills.
He spoke fast and gave off the impression that he learned his skills by watching the 1980 movie Used Cars. Not the consultant role that people like to associate with better.
At one point in the conversation he alluded that if the home sells after the inspection then he would be willing to send other inspections my direction. This was taken by me as a attempt to state that if the inspection is too thorough and the home does not sell then I would not get further work. I responded to him by letting him know that some agents let it be known that they prefer "soft" home inspection reports so as to help avoid issues in selling the home and that I would not do such a thing and that those agents need to be reported. He immediately backed off and claimed against writing "soft" home inspection reports. Too late, he had already lost any opportunity for integrity with me.
When people refer business to someone they are trusting that the person they are referring the business to will take good ethical care of the friend. When I person acts selfish and shows a hint of being unethical they are losing the chances of ever receiving a referral. Always be honest and not selfish.
About this Author
Jim Troth is a full time home inspector in central Ohio and Education Coordinator for InterNachi Ohio. He has managed to grow his home inspection business despite the slowing of the real estate market in his area. Jim also provides marketing help to other home inspectors and other small business owners. Go to http://www.homeinspectionmarketing.com for more information. jim@homeinspectionmarketing.com
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