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Teach Your Referral Sources These Five Things

As networking becomes more the norm in business circles, people have learned that finding out how they can help others is a good way to develop referral relationships. And certainly, the realization that giving referrals is a good thing is solidly implanted into folks’ minds, as well. But sometimes we jump to the giving referrals stage before everyone is ready. Besides ensuring at least a level of familiarity that justifies trust and a reasonable knowledge of what the other person does, we should know a few other things before we leap into the referral mode.

As we create referral partnerships, we must assess the relationship and determine a number of things if we hope to be successful. A few of those things include: Are you giving your referral sources all the tools they need to be able to recognize a referral for you? And, do you have the tools you need to help them?

Here are 5 questions from our friend over in Indianapolis, Hazel Walker, both you and your referral sources should be able to answer for one another.
1. How would I know if someone I am talking to is a prospect for you? (from Bob Berg’s book, Endless Referrals)

2. What would you want me to say to that person if I meet them?

3. What might be going on in a company or a person’s life that would be a clue they need your services?

4. If I recognize the clue, what should I say to open the conversation on your behalf?

5. How do you want to be referred, introduced or connected?

Educate your referral team about how to help you, not about how you do what you do.

This entry was posted on Saturday, August 1st, 2009 at 4:46 pm and is filed under GAINS, Referral Strategies. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

One Response to “Teach Your Referral Sources These Five Things”

  1. Tom Doiron, Atlanta, Georgia Says:
    August 2nd, 2009 at 2:34 pm

    Emile,

    I was introduced to Bob Berg many years ago when he was ‘an unknown’. I admire his perserverance to continue to keep singing the same song all these years. Of cource I own all his stuff; we have done a one2one. But even with his mastery of the subject of referrals it still only works with the true “givers gain” attitude. The “what’s in in for me” dark cloud sends people running for cover because of its obvious insincerity.

    High Regards,
    Tom

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