This single-chunk transcript features Jarrad Goulding explaining a practical sales approach for service businesses (example: hotels) focused on the three R’s—repeats, referrals, and reviews. He recommends scheduling repeat bookings (e.g., notifying clients ~11 months out), and provides phrasing/scripting to ask satisfied clients for contact details and introductions to other decision-makers to generate additional jobs via social proof.
Chapters
I would say you want more clients like that one, obviously, so you really want to hit those big three Rs. So repeats, referrals and reviews. Now, obviously I know that you're going to hit them up for a repeat, so they'll go into your calendar and you'll notify them probably 11 months out that they're due in a month. Are you really, like, want to have a spiel at the end of the job where you can just say, hey, you know, I love working with customers like yourselves. Is it possibility if you can introduce me or do you have any contacts that. In the similar top role to you that I can reach out to and provide a quote to? Not spamming them, I just want to provide some pricing. You know, imagine if you could turn. Even if it's just one extra job, one extra hotel that comes out of this one, if this is a hotel or whatever, and then you do the same thing for the next one and the same thing for the next one, the same thing for the next one. And before you know it, you know you've stacked up three or four jobs out of the original job. Just sort of saying, because most of them are chain, you know, or the hotels in particular are chain. So I'm like, well, if any of your other sister hotels around the area are looking for a similar service, please, or if you can give me a contact, I can get directly in touch. Yeah, I would ask for the contact, but if you, if you just say like, and again, I know that they'll. They love you and they're going to really like you. Did you have any other one, any other people in the, in the network that's run managing another hotel? Do you have any of that information? Do you reckon they would mind if I sent them out a quote? Could I grab their information off of you? Would that be too much to ask? Or, you know, am I, am I stretching our friendship? And then all of a sudden you're in the driver's seat, not them, because you don't want them. You've got social proof because you can call them up and say, hey, I just finished the job with David. And David said he didn't mind it. He didn't think he'd mind too much if I contacted you and provide some pricing. Do you mind if I come out and quote on your work? Yeah.
