Referrals are the holy grail of the business community. Every business wants them, every business person is out networking in hopes of getting referred prospects for their business. Referrals come in different shades, just like the color red. The higher you can move the quality of the referral the less time you will need to spend it the sales process. Good referrals do not come quickly or easily. People must trust you if they are going to put their reputation on the line for you. After all, when you are being referred you are in essences borrowing that persons reputation and credibility.
If you want to move the quality of the referrals you get to a higher level here are 3 steps you can begin to implement with your network.
Build a deeper relationship with the person you are networking with. People want to do business with people they know, like and trust. Developing relationships built on trust takes time. Spend time finding out about what your partners are trying to accomplish, and help them accomplish it.
- Know exactly how you want your network to refer you, then teach them how to do it. The more time that you spend training and being trained by your referral partners the better results you will get from them and they will get from you. If you want a face to face introdution then you must train your referral partners how to set that up for you.
- Know who you want to be connected to. If you are telling your network that you want to be connected to anyone who, or everyone is a good connection then you are dropping the ball. Your network members want to help you but you have to make it easy for them.
Getting good referrals from your network requires work on your part, it requires time invested in your network, and it requires time to train your network. The more time you invest in the development of your network the more valuable the referrals will be when you get them.