A week ago, I promised a post that would explain how I choose to refer. I’ve decided that this post should be accomplished over more than one sitting, so subscribe to this entry because it will be updated a few times. Here’s the first few ideas. Please feel free to comment if you approve, disapprove, or have a different approach or thought.
If you’re a client, you’ve got a “leg up”.
If I’ve bought from you and you’ve over serviced me, you’ve got a “leg up”.
If you’ve referred clients to me, you’ve got a “leg up”.
If you’re all three, you’re at the top of my mind.
If I think you’re a crappy salesperson or you’re dishonest, I probably won’t refer you.
If I know you’re a crappy salesperson or you’re dishonest, I will un-refer you. It might sound something like this, “Yes. I know them, but I’m gonna follow my mother’s advice. You know, ‘If you can’t say something nice, don’t say anything at all’. If you need somebody who does what they do, I know lots of people. Do you?”
Occasionally, I’ll be at an event and be forced to make an introduction because one person that I don’t refer and one person that I care about are in front of me at the same time. ASAP, I contact the person that I care about and tell them that I made the introduction to be polite, but that they shouldn’t take the introduction as an endorsement of the person. Then I add, “If you need somebody who does what they do, I know lots of people. Do you?”
I know dozens of CPA’s. Several are excellent. If a person is looking for a CPA, I may refer several. Each will get a personal plug. The same could be said for lawyers, financial advisors, IT people, web designers, advertising/marketing people, contractors and many others. For example, my son, Mark, was looking for a contractor recently. I referred him to three clients. I also told him the order to call them with the ‘why’. (I think he got the work done and never called any of them. Guess what happens the next time he asks me for something.)
Enough for now. Please feel free to comment and subscribe so you get the updates.
3 thoughts on “Referrals à la Rick”
This blog post is valuable because we rarely catch a glimpse of what goes on in our referrer’s head. Knowing more about how clients, referrers, and prospects think will only help rainmakers produce. Thanks, Rick!
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Amen, Rick. And as Public Enemy would say, crappy salespeople and dishonest schmegeggies, consider yourselves warned.