BAD REFERRALS - What you must do and why!

Often I get asked, I received a referral that is not really a referral, what should I do? I think Ivan Misner put it best when he said "If you receive a bad referral and do nothing about it, you deserve all the bad referrals you receive"

So here are 5 things you can do to improve the quality of the referrals you receive

1. Be Tactful - when you receive a bad/poor referral arrange a get together, perhaps grab a coffee and explain that you appreciate them thinking of you (THIS IS CRITICAL), but that it is not exactly what you want. Then tell them EXACTLY what you DO want and ask, how you can help them with it.

2. Look in the mirror - review the content of your education. Make sure your call to action is clear and concise.

3. Meet with them on a regular basis - this is the one most effective way to ensure a good flow of quality business, do lunch and continue to educate one another on what is a referral - how to recognise it and then what to do or say.

4. Find business for your referral partners - This requires effort, and concentration on their needs and is particularly important when you begin a new referral partner relationship.

5. If you are unable to fill a referral, you should put the referred person in touch with someone who can help him or her!

One of the most valuable contributions you can make to a referral partner is to ask the question: "How Can I Help You". If you've ever received a bad/poor referral why not share how you went about fixing it by posting a comment below.

"I get up every morning determined both to change the world and to have one heck of a good time. Sometimes this makes planning the day difficult." - An Unknown Author

Your action for today is to do something that would qualify as having a heck of a good time.

If you want to receive, then learn to give!

Few people would argue that referral marketing is one of the best ways to get more business. However if you want to get more business then I think its critical you learn how to give business as well. I want you to think for a moment about the people who have given you a referral in the past, alliance or referral partners, clients both new and past or just someone you meet at a networking function. When was the last time you really thanked one of them.

A few years ago Dr Ivan Misner, the founder of BNI, conducted a study and they found that there was a 30-40% gap between the amount of referrals people think they should be getting and what they actually did get. Now think for a moment, is it any wonder they stop referring you if you never thank them for it. Next time someone gives you a referral make sure you thank them sincerely, write a testimonial for their website (a personel favourite) or better yet, find them some business. Let them know that you have followed up with the referral and give them some feedback on how it went. I have found that if you take the time to thank them they will continue to give you more.

Information alone does not change behaviour - Matt Linnert

THANK one of the above people today!!