Top 10 Best Types of Referrals

Question – have you ever received a “referral” from someone that wasn’t exactly what you were looking for?  Maybe it wasn’t the best of connections or the need, timing, and interest wasn’t there.  Better Question – do you know anyone (not you of course) who has given a “referral” to someone that wasn’t exactly what they were looking for?  In my book, that’s not a “referral” at all.  The intention of the giver might be good but the outcome probably won’t be.  Or the intention of the giver might be to hit a quota if they’re in a networking organization or business group that tracks the amount of “referrals” given.  In this case (which I’ve seen), it’s all about looking cool.  Not cool.

Of course, the more urgent the need, timing, and interest of a “referral” (or any prospect for that matter) the more likely it will turn into business.  I’ve found a good way to get the “referrals” you are looking for is to just ask for them.  Of course, the absolute best way is to earn them – by giving lots of them.  How?  Below are some of the best types of “referrals” you can give (and hopefully one day get) in order from least desirable to best.

1. Names and contact information only. It’s even less likely to turn into business if you just give a name or the contact information is incorrect.  Try it!
2. Literature, biographical, and company information. “Look at this guy’s background.  You should really consider speaking with him.”
3. Authorized to use name. “I gotta guy who’s gotta guy who’s gotta guy.  Just tell them I told you to call.”
4. General testimonial statement and/or letter of recommendation. Not bad, just not personal either.
5. Email, letter of introduction, or introduction call. Even more effective with a personal endorsement and enthusiastic promotion.
6. Arrange a meeting. Just in time for the festive pumpkin flavored latte at your neighborhood Starbuck’s.
7. Face-to-face introduction. Always nice to make personal introductions to folks that can potentially do business with one another.
8. Face-to-face introduction and promotion. Always nicer to be introduced to others when you can promote their stuff (always better coming from a third party).
9. Assess needs and interests of their prospects. How cool would it be if you could determine the need, timing, and interest before setting up an introduction?
10. Describe their products and services. If you could describe the products, services, and other wares to a friend’s would-be prospects, they would be your friend for life.

Number eleven would be a closed deal!  The goal is to aim for five and higher – otherwise it may not be a “referral” at all.  Look at it this way, what are you willing to settle for when “referrals” come your way?  Would you prefer a five or a ten?

Go to your database right now.  Find your top five business contacts (the ones that like you) and call them.  Do it now.  Ask them a few questions.  What more can you tell me about your work?  Who are you looking to meet?  Who do you like to do business with?  How are you different from the competition?  Who can I offer you an introduction to?  How can I best assess your prospect’s needs and interests?  What would you have me say about your products and services?

If you’re lucky, they’ll ask you the same questions.  If not, ask them if they can refer you to someone that will!  Good luck!