Have you received a referral that, even as it’s incoming, you know is going to be a dead loss?
Of course, sometimes we jump to incorrect conclusions, which in itself can scupper any value the referral would have had.
But mostly, if it is a weak referral, my bet is that it doesn’t leave you with many ‘warm and fuzzies’ towards the person who gave you that so-called referral, does it?
Giving ‘flimsy’ referrals does not activate the power of ‘Givers Gain’.
If you want to activate the power of ‘Givers Gain’, you must make sure the referral has value.
A member of my BNI, Richard Wheatley of Think Red, is a branding specialist who has given me three good quality referrals recently.
Guess how ‘obligated’ I’ve begun to fell about returning the favour?
So much so that when I was talking to a prospect recently – one who seemed to have his branding all together – I put myself out there and asked him who did his branding.
He said: “Nobody, do you know somebody good?”
Richard has had an appointment already and I hope it pans out, but I’m not going to stop trying to find him more referrals…
Quality begets quality. If you want good quality referrals, you’ve got to give and keep on giving in order to receive.
That I believe is the best way to create a networking mindset within your referral network.
3 comments
So true Colin – if we want to grow our business’s through networking and word of mouth marketing – we need to put ourselves out for our fellow members. It is only when we “show how much we care” that others start to “care how much we know”.
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Thanks Graham – and like all solutions that actually work it takes time and effort.
Excellent article, Colin, and thank you for sharing.
Yes, once a quality referral is received, the receiver will have a great urge and desire to return the favour, with an urgency.
Well done to your colleague in your Chapter who started this ball rolling.
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