Home Care Marketing
In this week’s episode of A Drink with “The Hurricane.” I’m going to share one of my favorite marketing tools with you, for developing strong, referring relationships with the key people at your accounts…the Harvey Mackay 66 Customer Profile.
Harvey Mackay is a public speaker, author, and business trainer. He does not focus on Home Care specifically, but in many ways, business is business, regardless of the industry. And this is where I find professionals like him so helpful. If you haven’t heard of him, I recommend you look him up and read his book, Swim With The Sharks Without Being Eaten Alive. It’s an excellent book for business owners.
One of the things you hear me talk about all the time is “Active Listening” and truly getting to know the people at your referral sources. People give business to those they KNOW, LIKE, and TRUST, so the more time and energy you invest into developing long-term, solid relationships with people, the more your chances increase that you will get referrals from them down the line. Understand that most of the time it is the PERSON (business owner or marketer) who is getting the referral, not necessarily the company. Make sense?
The questions I’m asked all the time are, “How do you get to know the people?” and “What information do I want to find out?” or “How do I get them to open up?”
First off, you have to understand that you can’t expect people to share information about themselves, unless you are willing to do the same. Yes, there are people out there who tell everyone their life story, and are an open book. But many take some time to warm up to that, and some may take A LOT of time before they are comfortable with you. That’s ok…we can work with all these types of people, and create mutually beneficial relationships with them.
This is where the Harvey Mackay 66 comes in. And what a great tool it is! The more you know about a person, the more ways you can find to relate to them, and find common ground to build your relationship upon. This document gives you 65 different bits of information to gather about everyone you are trying to work with, and one question to ask yourself and keep you motivated to go back and get more information.
As you go through the Mackay 66 Customer Profile, you will see that some of the information is easy to fill in, and some is more personal. This is not something you will use on a first visit. You may never fill in the entire profile for everyone at your accounts, but it’s essential to keep track of the details they do share with you. You never know what small things you may have in common with someone, that will lead to a great conversation and strengthening the relationship.
Come on over to our site to get more info about Harvey Mackay and download his Mackay 66 Customer Profile.
If you need more info, or have questions on how to use this tool for your business, feel free to contact us. We are here to help you!
Have a fantastic week!