When you think about sales in pest control, your mind probably goes straight to knocking on doors, making cold calls, following up and doing that all-important first inspection. But there’s one powerful sales tool that often gets overlooked: referrals.
Now, before you stop reading, roll your eyes and mutter, “I’m not a salesperson,” let me stop you right there. Every technician, manager, customer service representative or owner who interacts with a customer is in sales, whether you like it or not. But the good news? Referrals are the kind of sales you earn by building trust, not by pushing your services.
Getting started
The beauty of referrals is that they come pre-loaded with trust. When a current customer or business owner sends someone your way, they’ve already done the hardest part of the sale for you: building credibility. That potential client is more likely to say “yes” to your services because someone they trust gave you the thumbs up.
So, who should be in your referral network? Think local and think practical.
Real estate agents and property managers are golden. They encounter homes that need pest control services before closing or occupancy. Partnering with them can lead to a steady stream of leads, especially if you position yourself as a reliable pest management professional who gets the job done right and fast. If they trust your work, they’ll recommend you when their customers mention insects or rodents.
Maintaining momentum
Networking is a two-way street. You must give before you get. Refer your business network with other customers when appropriate. Drop off a box of donuts at a property manager’s office and remind them you’re just a text or phone call away — because everyone remembers who sent them donuts.
Building a referral network isn’t complicated. It just takes consistency, a little hustle and a lot of authenticity. Be visible, be helpful and follow up regularly without being pushy. Over time, you’ll turn handshakes and casual chats into a pipeline of steady, prequalified customers who are ready to say yes.
Your referral network will be like an evergreen sales system. It will work quietly in the background, feeding you leads and building your reputation without extra ad spend or constant cold calls.
So, if you feel like your sales are stuck in neutral, maybe it’s time to shift gears. Start connecting, start referring and start building relationships that lead to results.
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About the Author
Brusca is co-owner of The Pest Posse. He can be reached online at info@thepestposse.net.
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