Great CONSTRUCTION CONTRACTORS OFFER a REFERRAL LIST!

You can’t do ALL the work. We will be turning some of it down. Some of it’s not right for us, sometimes there’s scheduling conflicts---Sometimes your schedule is booked out a year and you’re only running one crew. As a business owner you’ll have to develop the SKILL of turning people away. Telling them “NO”.

It can be a difficult situation!

BUT, if you’re a great construction contractor—-you can keep it gentle and nice, keep your good name intact, preserve your reputation and extend goodwill to the community--- by offering a REFERRAL LIST.

Yes, every construction contractor, before you turn someone down---every construction contractor should offer a REFERRAL LIST with names, phone numbers and websites of other contractors in your field.

Contractors you trust and that you’ve vetted, that do the same (or similar) thing that you do.

Referral lists are very easy to make and below I’ve linked a downloadable template to make it easy for you.

We’re creating this referral list in such a way that it puts off the impression that you’re a PROFESSIONAL. Legitimate, trusted, an authority in your field. The design and delivery of the referral list will have the prospect thinking “Wow, this guys a pro!”

CAN’T and WON’T hurt to make it nice!

Giving out a referral list with your recommendations requires you to think BIGGER than YOURSELF.

You’re not just a worker! You’re attempting to HELP people have a good experience with contractors. You’re also trying to HELP your buddies do well in business. We want good contractors ---our peers to do well! It lifts the market. You want to be bidding against contractors with the same standards. Other businessmen like you!

A REFERRAL LIST is ALSO an opportunity to open another revenue stream. Work out a deal with the contractors on your list! If they book a job based on your referral, maybe you can get a few bucks!

Heck, I think it’s great if you sell spots on your referral list. Everyone knows you’re marketing consistently and getting a ton of leads…Make a deal with the contractors on the list that they pay you if they book one of your referrals.

It might be another little bit of income for you!

How do we find good contractors to recommend that won’t let you down?

First off, look online. If you’re doing your online marketing correctly and consistently, you’ll be all over social media. FOLLOW the contractors in your area. Your local contractors. Something about them caught your eye. You should KNOW what good work looks like from the content they post. You should know if the profile belongs to someone you LIKE.

Make a connection with that person and ask if they’d like to be on your referral list.

Even if they’re consistently busy, that’s fine…put them on the list. You never know what can happen.

Keep your eyes open at the supply house or training events. MAKE FRIENDS and build your referral list. That’s how you do it.

When you meet a fellow tradesmen, the requirement for putting them on your list- would I hire this person to work at my grandmother’s house?

When I gently dismiss a member of the public because of fit or scheduling or any other reason…I say something like…

“I apologize. I can’t help you with this project but if you’d like I can send you my referral list to help you with your search for a good contractor. I’ve vetted everyone on the list and they’re people I trust. Would you be interested in that?”

I don’t think I’ve had anyone ever say “NO”.

I’ve made my list into a digital document that is saved in my photo gallery. So, as soon as I get off the phone…I send that phone number a text…I attach the digital referral list and hit send.

It’s easy and fast.

Here’s an example of a referral list.

This works best for when I’m talking to a prospect that I know may be a disaster, one that I know is frustrated trying to find a contractor. One that I know may leave a bad review for me …I know these things based on their tone of voice or by how the conversation is going…

I lay on the helpfulness thick and send them the list rather than giving them the old “NOPE. Can’t help you, BYE!” THAT is how you get a bad review for being bad at business otherwise known as “unprofessional.”

That’s why I’m saying here…the referral list makes you seem PROFESSIONAL! Helpful, kind all the other stuff that makes you likeable TOO!

The overall gesture of GOOD WILL and being a TRUSTED ADVISOR will go a long way for your business. I’ve found that I’ve kept a lot of guys working with my referral list because prospects that call me from the internet already trust me from my content, so when I recommend someone it holds weight.

I think giving out a referral list will improve your luck in your business of choice. Being helpful makes you likeable. People want to reciprocate that help you gave them.

You’ll start to notice, after giving out a useful REFFERAL LIST…you’ll start getting LUCKY. Booking the better jobs, for more money. WHY ARE ALL THESE GOOD THINGS HAPPENING TO ME NOW?!

Well, my friend, it’s because you’re thinking BIG PICTURE NOW.

Moves like this take you from being a TRADESMAN, a man that works with his hands---

TO a BUSINESSMAN…someone that thinks BIG PICTURE.

A businessman that thinks about his POSITION in the grand scheme of his business of CHOICE.

That’s right. That’s who you are now!

If you can’t help someone…HELP THEM FIND SOMEONE WHO CAN.

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