Referrals are one of the best and most effective ways to grow a business. Referrals create a connection point between someone who knows you and someone who could use your services. There is a level of trust that would not exist without the relationship to the referral.
When clients refer you, they are giving you the ultimate compliment. They like your services and trust you so much that they are willing to introduce you to someone who you can also help.
Yet, your clients are not the only people who can help you grow your business. Your network is full of other service professionals and connectors who can introduce you to a whole new world of prospects.
The key is to become a trusted partner for your referrals. You need to build trusting relationships with your referral partners so you can continue to help each other over the long term.
- Choose Wisely. The best referral partners combine a few different things. For starters, they understand your business and interact with your ideal clients regularly. Even better, they serve the same clientele and their services naturally relate to or support yours. But outside of these obvious aspects, you need to actually like and trust your referral partners. Otherwise, the relationship will quickly dissolve over time.
- Get to Know Them. No seriously, really get to know them beyond the surface-level conversation. To be a great referral partner, you need to truly understand your referral’s business, products/services, and ideal clients/customers. Otherwise, you may think you are sending them a ton of “great” business opportunities, only to find that they are burdened by introductions to people that have no use for their product or service.??
- Focus on Giving, Rather Than Receiving. Like most relationships, they only survive the long run if both partners put in the effort. The best referral partners give as much as they receive, if not more. I genuinely enjoy making helpful introductions, so this is a no-brainer for me. Just remember that it is a two-way street and both of you need to provide worthwhile referrals for the relationship to last.
- Be a Resource. Allow your referral partners to come to you for your advice and expertise, without expecting something in return. Yes, there is a fine line here between giving away your services for free and providing goodwill, but I trust that you can tell the difference. This being said, the best referral partners are there for each other as a resource so they can better serve their clients. Over time, this builds an enormous amount of trust.
- Deliver Beyond Expectations. Many people forget that referrals go beyond introductions. When someone trusts you enough to refer a friend, family member, or even their own client to you, this means they trust you will get the job done right and treat this person with respect. Therefore, you better deliver on what you promise!
- Be Patient. Trust only comes with time. You must show up and deliver consistently over several months. Make time for your referral partners, only reschedule calls when absolutely necessary, always respond to their introductions and follow up on how things went and remember to say “thank you.” Do not overlook the importance of these small steps. The best relationships build trust with many little actions over a long period.
- Show Your Gratitude. Every time you are provided an introduction, thank the person who introduced you. And if that prospect becomes a client, remember to express your gratitude. At the very least, follow up with a phone call or email to thank them and tell them about the new client engagement. If someone gives you a particularly great referral, consider how you can show your gratitude in a more meaningful way. Perhaps send them a handwritten card, flowers, or a gift card to their favorite restaurant. A thoughtful gift can go a long way in building a trusting relationship.
What did you do to become a trusted partner for your referrals? I would like to know. Share your thoughts in the comments.?
I help leaders, managers & teams communicate.
3 年Solid tips. Thank you for sharing.
Engaging & Dynamic Trainer, Facilitator and Speaker/TEDx Speaker/Communication/ Team Dynamics/EQ/Healthy Conflict/DISC, Driving Forces & Working Genius Certified
3 年Thank you for sharing your wise words Jim. Much appreciated! I especially took note of your suggestion to get to know your referrals well to ensure it's the right connection between the two parties. Hope all is great in your world!
Mediator, Arbitrator and former litigator with over 35+ years experience litigating cases and 25+ years experience as an ADR Neutral | Helping attorneys resolve all types of civil cases in a practical, efficient way
3 年Excellent piece Jim. Especially for attorneys a healthy referral network is key. Your article nails it.
Harvard Trained, Helping Professionals, Executives, & Entrepreneurs Thrive in Work & Life ?? Board Certified Exec-Career-Life Coach, Licensed Psychotherapist, Mindset & Decision Making Expert, Speaker, Author, Trainer.
3 年Jim, can't thank you enough for wonderful words of wisdom - and comfort. It's tricky in my work, due to the confidentiality associated with it. But I'm prompted by your piece to let managing directors, cardiologists, and others know what great results my clients are getting with our work. Much appreciated!