"I'll Take Great Care of Your Business" versus "I Need Your Business!"

By
Education & Training with Sell with Soul

Yesterday I promised to follow up on my blog "You Gotta Ask for What You Want, Right? Eh, not always."

I ended the blog with the assignment to read thru some of the more popular Referral-Begging scripts, and then say them out loud. To refresh your memory, here they are:

  • "Do you know anyone who needs to buy or sell real estate?"
  • "Do you know anyone moving to my area who could use my services?"
  • "I build my business by referral; will you please keep me in mind if you hear of anyone buying or selling?"
  • "I'm never too busy for your referrals."
  • "I'm always looking for referrals, so would you mind taking a few of my business cards?"

When you say these words out loud, what message are you sending to your audience?

Several commenters nailed it. When you beg for business you sound desperate, hungry and unsuccessful. Definitely not emotions you want to inspire in your audience. People don't hire and refer out of pity; they hire and refer out of respect.

But it goes deeper than that.

Did you notice how all these scripts are all about YOU (as in, the person saying the scripts)? All about what YOU need and want?

There's nothing in these scripts that leads your audience to believe you have anything of value for them; you aren't assuring them of your competence, of your expertise, of your work ethic. You aren't telling them with your words or tone or even your body language that you are capable of Taking Great Care of Them and Their Referrals. No, you're simply telling them with your words, your tone and your body language that you Need Their Business and Referrals.

So, how could you let the people you know and the people you meet know that you'll "take great care of their business" as opposed to you just "need their business?"

And, no, the answer probably isn't telling them "I'll take great care of your business, I promise!"

Thoughts?

 

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Topic:
Real Estate Sales and Marketing
Groups:
Coaching-Personal Development
Introverts are (Sales) People, Too!
More Referrals: Strategies & Tips on Getting More Referrals
Selling Soulfully
The Ninety-ninth Percentile
Tags:
all blogs
soi
referral begging
prospecting
asking for referrals

Comments 14 New Comment

Rainmaker
197,372
Chris and Maria Jeantet
Redding CA Real Estate Couple
Coldwell Banker C&C Properties

Well said Jennifer. People can smell "desperation", let's have more style than that!

September 10, 2010 11:26 AM
Rainmaker
173,309
Betsy Schuman Dodek
SearchPotomacHomes.com
Washington Fine Properties - Washington DC Area Real Estate

Your blog post certainly made me stop and think about the way I need to approach building my business and how I approach people.

Thanks, Betsy

September 10, 2010 12:12 PM
Rainer
14,028
Lois Kubota
DRE#01865028
Keller Williams, Walnut Creek, California, DRE#01865028

Ahhhhh perfect!

September 18, 2010 12:57 PM
Anonymous #13
Anonymous
Colleen Hearn-Gold

Hi Jennifer

re: Actions

I  stopped by a local deli that last week i hadnt been to for a long..long time. The cook made a point of coming over and greeting me with a BIG smile and said "when it comes time to sell his house he wants me for the job because i sold neighbors house so quickly.. and nothing sells in that neighborhood"

 Strikes me that the way we conduct our business  (good or  bad) stays in the minds of others. Others who may hire us or reccomend our services to a friend or to a neighbor.


Willl this cheerful man reccomend me to others? I don't know if that is in his comfort zone

any suggestions? I do think i need to get out of my own way and start eating at that deli 1ce a month?

thanks, colleen
Montreal, QC Canada

 

May 04, 2011 01:29 PM
Anonymous #14
Anonymous
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April 03, 2012 07:40 PM
Rainmaker
428,274

Jennifer Allan-Hagedorn

Author of Sell with Soul
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