There’s a maxim in business that goes… “Find and lock into your ideal clients.” Who are my ideal clients then? People who understand that any handyman worth his salt will have to be booked in advance, not called up at the last minute. People who are willing to pay a fair price for an outstanding job. People who can fully appreciate my expertise and are happy to leave me alone to get on with the job in hand. My ideal clients are also those that are loyal to my company, frequently use or buy my services, and are likely to recommend me to their friends and colleagues. In short, people just like you, that’s who. And then there’s a universal law that goes… “Like attracts like”. If you’ve already proved yourself to fit the bill of an ideal client, it makes perfect sense that the people around you will be of pretty similar makeup. And by definition, they are therefore more likely to become ideal clients too. That’s the secret sauce behind how referrals work.
A client this week told me she was a friend of Wendy’s. I told her I had done a lot of work for Wendy and her friend Jane, to which she replied: “Yes when we find someone who is good we tell each other.”

But long story short… IT’S ALL ABOUT TRUST!

And trust in a business is the most valuable asset you can ever acquire…

 And these days, it can best be acquired through what is called social proof… i.e. through your testimonials and referrals and the people that get to see them.  You see, trust predates everything. There’s a great quote from marketing and sales guru Zig Ziglar that goes: 

“Nothing ever happens until the sale is made.”  

 And yes, while I wholeheartedly agree with Zig on this, I can extrapolate that one step further and also say:   

“Nothing ever happens until trust is first built.”

 

Yes, there’s not one single sale ever made in this world, without first establishing some degree of trust with the customer. And likewise, this whole process carries its own in-built trust guarantees, because without having first performed well enough to warrant your own trust in my company, I’ll never get to see a referral from you, the consequences of which means that the whole thing stops dead. Your referral is the ultimate way of saying “I can trust this guy”, and it’s your trust in me, that can help go a long way toward others trusting in me too.  

So is The Ancaster Handyman a company you really can trust in?