Do You Get Enough Referrals???

Do you get a decent number of referrals? If not, ask yourself: “Am I referrable?”

Anyone is sales knows that the fastest way to a sale is a well-made introduction from a referral partner. A properly made referral takes you halfway to closing the sale before you even meet with the prospect. But if you’re not getting enough referrals you need to figure out why.

Are you referrable?

When you get a referral do you immediately thank the referrer for thinking of you? Let them know how much you appreciate the fact that they think highly enough of you to make the introduction.

Do you offer to write the email introduction and send it to the person who is referring you so they can send it on? Offering to write the intro does two things: It ensures the intro is going to take place quickly and it ensures the recipient hears what you want to them to know about you, rather than what the referrer might say. (You’re better at “selling” yourself than the referrer it)

When you get a referral do you quickly do your research (prospect’s website, LinkedIn profile, and Google them)? There’s no excuse for not learning a bit about the prospect before reaching out and definitely before meeting them.

Once you’ve done your research do you follow-up with the prospect immediately and attempt to get an appointment? Too often I’ve seen people sit on referrals for days or weeks. When I tell someone I’m going to have Bob Jones get in touch with them because I know that Bob can solve their problem I expect the person I’m referring to reach out right away. If they don’t, it make ME look bad. That’s a great way to ensure I never give you another referral.

Do you do your very best to be professional and helpful to the person you were referred to, even if it turns out they’re not a good prospect for you? Always leave a good taste in a prospect’s mouth, especially on a referral even if it doesn’t turn into business. Perhaps you can refer them to someone else who can. This makes you and the person who made the introduction for you look good.

Do you keep the person who made the introduction up to date on what’s happening? When I make a referral I like to know what’s going on. By making an introduction I’m putting MY reputation on the line.

Do you thank the referrer whether you close a deal or not? I assume you’re grateful when I make an introduction for you, but a call or email thanking me makes me feel appreciated, and increases the chances of me making future referrals for you.

Do you reciprocate by making appropriate introductions for those that refer you? We can’t always give referrals to those who give them to us, but when possible we should.

If you want to be more referrable understand that when someone makes an intro for you, your job is to make them look good to the person they referred you to.