Referral Momentum

A trusted source sends you a referral. How you handle the solicited or unsolicited help says more about your own professionalism and value than the results that often arise from the introduction? Your “responsiveness” to the referral source (speed of sending a “thank you”, time taken to set up a follow up call or meeting). Your “respect” for the referral source (time, care and attention given to the referral). Your future “reciprocal value” to the referral source (the increased chances of more valuable help being sent your way).

Collectively, there is a momentum which can positively build and strengthen trusting peer-level relationships, have a “blip” effect on your relationship or indeed have a negative impact. That ball is largely in your court.

Most people don’t do this well because they lack a focused and disciplined process and structure. Ask yourself, “Are we suitably set up to impress our referral sources?” If not, “what must change immediately?” A week’s unanswered call or return email,  an inability to leave a voicemail message or a failure to update the referral source on the progress, is not unfortunate, it is amateur.

Ironically, friends, colleagues and business partners who know you well are in my observation some of the worst culprits.

© James Berkeley 2016. All Rights Reserved.

 

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