Referrals are a way of life in today’s business world. People who refer you are doing your selling for you. Word of mouth is the best way of growing your business and solving your business issues. It takes the guesswork out of finding a good person to do whatever you need, saving time, aggravation and therefore money.
As more and more people work on contract, they rely on referrals for work and people using contract workers would rather use someone referred by people they know because there is an implied level of competence and reliability.
When you make a referral, you are endorsing both parties. You are saying that the referred person will do a good job and the person receiving the benefit of the referral is OK to work with.
As one being helped by being referred or receiving a referral, it is up to you to treat the other respectfully and to be on your best behaviour because it reflects on the person who took the time to make the referral.
I have made countless referrals and recommendations usually successfully. I take personalities, skill levels, and focus into account when I make a referral. I need to look like I know what I am doing.
How to make the referral:
Make sure you understand the need.
Assess the skills and fit of those in your databank.
I make an email connection, copying both parties; explain the need and how the skills of the person I am referring may help.
Provide contact information; I send the Outlook V-cards, and leave it up to each person to make contact.
How to be the one referred:
Thank the person making the referral.
Contact the person to whom you have been referred and take it from there as you would a normal lead.
Upon completion, contact the person who made the referral and let them know how well it went and thank them again.
If this is one of the usual ways of getting business, perhaps a finder’s fee, commission or token would be in order for the person who made the referral.
How to receive the referral:
Thank the person making the referral.
Communicate with the referred person.
Upon completion, contact the person who made the referral and let them know how well it went and thank them again.
If everyone respects the spirit of referrals with consideration, is professional, and does the best job they can, referrals will be successful as a prime source of leads and a key marketing tool.
