The power of referrals & why they’re essential for business

Our founder and owner Lisa knows all too well the importance of maintaining and perpetuating client relationships, no matter the industry. With an extensive background in real estate, corporate sales and buying, Lisa has spent her entire career making sure clients have walked away from transactions, deals and handshakes feeling elated. For Lisa, that feeling is the most important part of any business deal, and with good reason. According to Referral Saasquatch, 82% of business to business decision makers start a buying process with a referral. Often faced with limited time, business leaders have to be sure that they’re making the right decision. Most business people with experience in sales know that referrals are worth their weight in company gold. And when it comes to business to consumer models, referrals are just as, if not more, powerful. According to a global PR study undertaken by The Nielsen Company, 90% of consumers trust recommendations from people they know.

Want to know how to increase your positive reviews referrals and ultimately grow your business? Here’s our three tips:

1. Make the sell easier for yourself

The art of networking and consistent client prospecting is fundamental for business growth. It’s 2018 and customers are savvier than ever. When it comes to building a business, a ‘one size fits all approach’ isn’t going to make the cut. It’s all about finding unique sales strategies that are relevant and personalised. The rise of these customised and personalised services and technologies have made consumers all the more resistant to generic messaging. It’s time to say bye-bye to cold calling.

But if you’re a real estate agent, for example, how can you be more effective when it comes to converting those prospective clients? Think of it this way – a referred client is always going to be easier to convert. As Duct Tape Marketing put it, “It’s a simple reality of business – if people need what you sell, they are more confident about purchasing it if they get a vote of approval from someone they already trust”. Start to weave referral techniques such as proactively responding to positive feedback, encouraging client testimonials and regularly reaching out to previous clients into your personal business model, trust me, it’ll make your day to day to-do list so much easier.

2. Spark a positive conversation and make it memorable

Transactions are easily forgotten, especially if they’re routine. So, when you complete the deal, make sure you leave a long-lasting, positive impression to show gratitude. Just doing the job you were paid to do is not enough to ensure a positive experience, that’s simply expected. Instead, go the extra mile by doing the unexpected – make them want to refer you. Imagine the last time that you experienced exceptional customer service. Was it a complimentary glass of wine at a restaurant to celebrate your birthday? An upgrade at a hotel because it’s your anniversary? When a staff member at your local supermarket remembered your name? It’s these little gestures, often unexpected, that leave a lasting impression and can truly make the difference.

As they say, good news travels fast, but bad news can travel faster. According to Survey Monkey, if customers have a “very good” or “excellent” service experience, over 95% of them are “very” or “extremely” likely to tell friends and family about it. Software company ZenDesk undertook customer experience research and found that whilst 87% of people are likely to share positive customer experiences, 95% are going to share the bad ones. With a wealth of digital platforms available for customers to leave reviews, comments and opinions, there’s no hiding anymore. So be the business that has a multitude of positive reviews.

3. Build trust, build loyalty

One of the best things about referrals is that your customers do the work for you – it’s like having a salesforce working on your behalf. And, this salesforce’s capacity to network is larger than anything that you could do on your own. However, referrals only come from trust. If your business or services is recommended by someone who’s a trusted source to the prospect, then half the sales work is done. In our opinion, the surest way to be worthy of referring is to establish that trust and credibility from the start.

Our corporate and settlement gifting services are designed to do just that. Our gifting packages have the capacity to surprise, delight and leave that last impression so customers don’t forget your business and the experience they had with you. Think of it in the real estate game. As homely.com.au explain, “the buyers of today are the vendors of tomorrow, and gift giving will promote the trust and loyalty you need to keep clients coming back”.

Do you want to increase your referrals?

At Ellar Boutique, we’d love to assist you in building your brand and business. Our gifts are sure to spark a positive conversation and are the perfect solution to cement loyalty and trust with your customers. Feel free to take a look at our packages here. Or, alternatively, we can arrange a custom quote for you. Let’s increase those referrals.

Give the gift of referrals: A Q&A with Ellar Boutique

Picture this. You’ve just purchased a beautiful new home for your growing family. You’ve gone through the stress of settlement and the pain of packing, but you’ve finally received the keys to let yourself in to your new home.

As you place your bags down on the kitchen bench for the first time, you notice a beautifully crafted gift box from your real estate agent to thank you for your purchase. This is a memory you’ll share with friends and family when they too consider a real estate agency to buy from or sell with.

Corporate and settlement gifting has the capacity to spark a positive conversation. There’s the perfect opportunity for your clients to share their experience and recommend you to their friends and family. Corporate and settlement gifting can highlight your stand out service and generate you referrals.

This is the core of what we do. Ellar Boutique is a luxury gifting solution for corporate and settlement projects that’ll leave a lasting impression on clients. Meet Lisa Romeo, the founder of Ellar Boutique.

Q: What’s your industry background?

A: I come from a background of real estate, recruitment and corporate sales. I realised how important corporate gifting was whilst I was in the heart of this industry. Gratitude is imperative and gifting is a must.

Q: Tell us a little about why you started Ellar Boutique.

A: Whilst in real estate, I had a really hard time finding the perfect gift for clients… something much more than just an average bottle of wine. So that’s why I made the decision to start Ellar Boutique. There was a gap in the market, so after a lot of back and forth with ‘should I? shouldn’t I?’, I took a chance and I’m so happy I did. Now having established Ellar Boutique, I’m proud to offer corporate agencies an opportunity to easily source high quality, luxurious branded gifts for their successful projects and campaigns.

Q: What sort of businesses do you work with?

A: My clients are in the luxury real estate or property development sector, as well as high-end automotive dealerships. I currently work with Lexus – they’re an amazing brand to work with. I tailor gift boxes for industry professionals who are serious about thanking their clients and creating a lasting impression with their customers. Ultimately, the happier the customer, the more likely they’re going to refer.

Q: What’s your aim at Ellar Boutique?

A: Essentially, I want to start a conversation. I want conversation between new home or car owners and their friends and family, and I want conversations between corporate agencies and their clients. It’s a chain reaction that comes back to the companies I source gifts for in a positive way, as the friends and family of the customer that bought their house, sold their house or purchased a car, were so impressed by the level of professionalism and respect that they were shown.

Q: What makes Ellar Boutique gifts so unique?

A: Each corporate gift box we make is fully customisable, and can be branded with logos and company colours to add a personal touch. I review each box before it’s sent out to make sure that it meets my standards of luxury. I often hand deliver them to my clients – something that they really appreciate. It’s really nice to meet my clients. I guess that’s what Ellar Boutique is all about… introducing a humanistic element back into business.

Q: What makes you most proud about your business?

A: When a client receives one of the gifts that Ellar Boutique offers, they feel appreciated. Like everything in life, when one feels appreciated and respected, they have a desire to act upon this and continue this positive behaviour. Spreading positivity and good will is something that I’m really proud of.

Do your clients deserve quality and meaningful gifts?

Ellar Boutique is designed to fit the needs of professional agencies and companies that want to offer luxurious gifts to end a successful campaign or project together. We’re passionate about people and we’re passionate about businesses succeeding.

If you’re time poor and looking for a quality, customised gifting solution that’s hassle free, contact us and grow your business this year.