The Anatomy of a Good Referral

The definition of a referral is the opportunity to do business with someone who is in the market to buy your product or serivce. It's not a guaranteed sale, but it is an open door to discuss your business with that person.

There are six points to giving a good referral that should be adhered to.

1. Listen - people love to complain, and in complaining they are emphasizing they have a need. Listen to people that you are meeting throughout the week. A good networker has two ears and one mouth - use them proportinally.

2. Communicate - tell the individual you know that you have someone who can provide a solution to their complaint.

3. Brag - if you have done business with that person of whom you are referring, tell them about your experiences.

4. Swap information - give the individual the information of the person you are referring, ideally their business card. It is also a good idea to get their busienss card as well so you can hand it over to your associate.

5. Get Permission - get permission of the individual for your business associate to contact them. This is key! Get their ideal method of communication, whether it be home phone, cell phone, or text message and communicate that to the member.

6. Don't wait - dont wait until the next meeting to tell your business associate that you have a good referral for them. Get on the horn and tell them now, and then tell them that individual is expecting their call and when. You can still fill out the form at the next meeting but you can also stipualate on the form that the contact has been made.

Here are some examples of good referrals:

Hot Referral:
Someone needs to list their house tomorrow, because they have just been transfered to another city. They have the realtors business card and they are expecting the realtor to phone them this evening between 6:00 and 7:00.

Warm Referral:
Your client fell asleep on the couch and woke up with a sore neck. He needs the services of a good chiropractor and has been given a business card, but will call next week, once he has moved into his new house and things settle down.

Tepid Referral:
Someone who knows they need life insurance, but doesn't know if they can pass the medical exam, or afford it.

Here are some expamples of a referrals faux pas - they qualify as good information but not a good referral.

1.Information about a business meeting. This is an announcement. Good information to have but not a referral.

2.Providing someone with a better source for obtaining business products.

3.Giving the same referral to three different chiropractors or mortgage brokers. Referrals should only be given to one individual.