Who is the best sales rep in your property management company? Would you be surprised if we told you that person may not even be on the payroll?
The truth is, customers today trust word-of-mouth recommendations and reviews far more than they do any sales pitch or marketing message.
One of the easiest ways to harness the power of word-of-mouth for your business is to convince your existing customers to share their positive experience with your property management services through testimonials.
Not sure where to begin? Here are a few simple yet effective ways to get your clients to gladly sing your praises.
Get your timing right.
First, do some analysis to determine which part of the customer journey would be the ideal time to ask for a testimonial. The goal is to tap in when they are at their most satisfied. Given that property management is an ongoing service, you may find that the optimal time to request feedback is 30 or 60 days after a new customer has signed on. End of quarter or annually may be another good time to ask.
Make it worth their while.
People get inundated with emails every day. If you want your request to cut through all the noise, you may have to sweeten the deal a little. An easy and relatively inexpensive way to do this is by offering some type of incentive – say, a gift card to a local restaurant or store of their choosing – in exchange for sharing their story. If this isn’t in the budget, get creative and be compelling about how you’ll both benefit from a testimonial.
Not everyone has the time, patience or talent to put pen to paper. Some people would rather record a quick video instead. This is fine. In fact, in some cases, it’s even preferred. Let your property management customers decide which method of communication they prefer when submitting their testimonials. They’ll feel more comfortable and you’ll end up with a better variety of material to share on your site and social channels.
Another way to make it worth your clients’ while to share their testimonial is offering to do the same for them. For instance, let’s say you work with an owner that has a large portfolio of rental properties. You might offer to write a review about him or her that could help attract and convert prospective new residents. It’s the old ‘you scratch my back, I’ll scratch yours’ adage in action.
Customer testimonials are among the most powerful tools you can use to grow your property management business. The tips above should help you start building a pipeline of rave reviews that will win you even more new clients.