Everyone Wants Referrals but Few are Willing to Put in the Work

I built my selling career on referrals. As a result, my closing ratios were phenomenally high. I created and nurtured relationships with both clients and power partners. I was always a member of a networking, or leads, group.

Some of the leads groups that I belonged to were good and others were flat out bad. Regardless, I always made them pay. I showed up at every meeting and I always had leads to share.

I would provide referrals, when appropriate, to those who I could and to those who I could trust. Referrals are earned based on observed behaviors. I needed to know that you would take care of my referral just as you needed to know that I would take care of yours. I have sold millions of dollars in product as a direct result of these groups.

For the past 15 years I have owned and operated a professional networking group. I will be stepping down at the end of this year and turning the reins over to a long-time member. During my time with the group I have seen dozens of members join and then leave soon after. Most, not all, were simply not willing to put in the work.

They would say that it wasn’t what they needed. They were not receiving the return. I would counter by asking, why in the hell would you invest the money and then not show up at meetings and, when you did show up, you had nothing to contribute? It simply makes no sense. How am I supposed to get to know you when I never get to see you? When they leave, most members don’t even notice.

Here is my simple 7-Step formula for guaranteed leads group results …

Attend at least 75% of meetings and provide two good leads or referrals weekly.
When you cannot attend, advise the person running the meeting and still submit leads via email to the group.
Follow-up with members regarding interesting leads that they shared. Is there more information? Would it be o.k. to use their name?
Publicly thank members for their referrals and great leads.
Keep members informed of your progress with their referrals.
Take every opportunity to present to the group.
Meet for coffee or a tasty adult beverage with every member at least twice per year. If this is a power partner … at least quarterly and maybe even monthly.

#7 is of particular importance. You need to get to know your fellow members one-on-one. It is very difficult to build relationships in a group setting. Then there is the fact that, while some members are hesitant to share things publicly in the group setting … sharing it privately with you is something that is entirely different. This is how power partner relationships are created!

Earning referrals, and that is the goal of any networking activity, is hard work! Are you willing to put that work in and ensure your success? It’s looking in the mirror time.

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!