How can you build a referral network for clients with specific personality types?

1 What is MBTI?

MBTI is a popular personality assessment tool that helps you understand how you perceive the world and make decisions. It is based on four dichotomies: extraversion (E) or introversion (I), sensing (S) or intuition (N), thinking (T) or feeling (F), and judging (J) or perceiving (P). By combining these four letters, you get 16 possible personality types, each with their own strengths, weaknesses, and preferences.

2 Why does MBTI matter for referrals?

Your MBTI type influences how you communicate, network, and build relationships with your clients and potential referrers. By knowing your own type, you can identify your natural advantages and challenges when it comes to asking for and giving referrals. By knowing your clients' types, you can tailor your approach to match their expectations and preferences, and increase the likelihood of getting positive feedback and recommendations.

3 How to find out your and your clients' MBTI types?

There are several ways to find out your and your clients' MBTI types. You can take an online test, such as the one offered by 16Personalities, or use a professional service, such as the Myers-Briggs Company. Alternatively, you can use some clues from your interactions and observations, such as how they initiate and respond to conversations, how they process and share information, how they make decisions and handle conflicts, and how they organize and plan their work.

5 How to use MBTI to give referrals?

Knowing the MBTI types of your network can help you match them with the best clients for them and increase the chances of a successful referral. For example, if your network is composed of extraverts, you can introduce them to your clients in a lively and social setting, such as a conference or a party. On the other hand, if your network is composed of introverts, you can introduce them to your clients in a quiet and private setting, such as a coffee shop or a meeting room. Additionally, if your network is composed of sensors, you can highlight their practical skills and experience. In contrast, if your network is composed of intuitives, you can highlight their innovative ideas and vision. Furthermore, if your network is composed of thinkers, you can emphasize their analytical and problem-solving abilities. Conversely, if your network is composed of feelers, you can emphasize their empathetic and collaborative qualities. Lastly, if your network is composed of judgers, you can demonstrate their organization and reliability. Alternatively, if your network is composed of perceivers, you can demonstrate their flexibility and adaptability.

6 How to use MBTI to maintain your referral network?

Finally, you can use MBTI to maintain and nurture your referral network, and to ensure that you keep getting referrals from your satisfied clients and your happy network. For instance, if your referral network is composed of extraverts, you can keep in touch with them frequently and informally, and invite them to join you in some fun and social activities. On the other hand, if your referral network is composed of introverts, you can keep in touch with them occasionally and formally, and invite them to join you in some meaningful and personal activities. Additionally, if your referral network is composed of sensors, you can update them on the results and benefits of your work, and thank them for their support and contribution. Conversely, if your referral network is composed of intuitives, you can update them on the vision and impact of your work, and thank them for their inspiration and challenge. Furthermore, if your referral network is composed of thinkers, you can acknowledge their logic and rationality, and reward them for their goals and solutions. In contrast, if your referral network is composed of feelers, you can acknowledge their emotions and values, and reward them for their gratitude and expression. Lastly, if your referral network is composed of judgers, you can respect their structure and consistency, and follow up on their action and feedback. Conversely, if your referral network is composed of perceivers, you can respect their openness and curiosity, and follow up on their options and opinions.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?