The best referral tools for auctioneers

The auction business is one that relies heavily on word of mouth, so it would make sense that getting referrals would be a prime objective of any auctioneer. Surprisingly, most of us fail to use the best the referral tools available to us.



Here are the things I use to keep the fresh supply of merch coming in:

The "Thank You" card. This $1.00 investment will put you heads and shoulders above most of your competition. Send a thank you card to everyone you do business with. Try to enclose a detailed paragraph which includes what you enjoyed specifically about working with the client.

The finder's fee: The finder's fee is a great way to get referrals. Simply let everyone you come in contact with know that you pay a reward for information and introductions that lead you to a purchase.

Pro-bono work and giving: When you help out a Charity or a non-profit group business has a way of finding you. Auctioneers are some of the most generous people I know with their time and energy. We love to bring new people into the business, and most of us love to help out a worthy cause. While it's never a good idea to give with the expectation of getting something back, I can assure you that when you are generous with your time, it comes back to you in many ways.

Ask: Ask and you shall receive" is not just true in a spiritual sense, it's true in a practical sense as well. Upon the completion of a job well done, ask the client for referrals. Don't be vague, be very specific. For example, if you say, "Mrs. Jones, do you know anyone that may have some antiques for sale" you will most likely get a no. But if you ask, "do you have an aunt or a grandmother, friend or relative that may have a barn, garage or attic that needs to be cleaned out", now you get their mind working. In effect, you've gotten out and opened up their mental Rolodex. Since you've done some of the work for them, it's easier for them to think of someone they know in that situation. Almost everyone knows someone that has something. You just have to prompt a bit.

What are your best ways to get referrals? Feel free to post any ideas in the comment's section. If your ideas are any good, you may leave a link back to your website. If they are self-serving spam, I'll delete them.