Referrals are the “holy grail” of all networking activities. When you are provided with a referral, there is a better than average chance that, if anybody gets the sale, it’s going to be you. A good referral is like gold. Money in your pocket. It can range from “Please use my name” to “They are expecting your call” to “I’d like to take you out and introduce you to …”.

Now, let’s take a moment and think about that person who is providing you with this referral. If I give somebody a referral, I need to do so with 100% confidence that:

1. This person is going to treat my client or friend with total respect
2. They are going to do the best possible job for my contact
3. I will be kept informed of anything that comes up that I should be concerned about
4. By turning my client over to this individual, I’m not going to have to stay up at night wondering if I did the right thing

The reason is simple. When I send somebody to call on my client or friend, my good name and reputation with that client is placed squarely on the line. If things go badly, it reflects badly on me. It has the potential to damage the good relationship that I already have with this client. So, why do it? Two reasons:

1. I think that you can help my client and by providing this referral I am assisting you both
2. My client will value this new connection and this will reflect on me in a positive manner

1. You fail to return my phone calls or even acknowledge my emails: There is a better than average chance that you will likely do the same with my customer.
2. You don’t know how to say “thank you”:Your mother didn’t teach you any manners (smile).
3. You don’t keep me informed of what’s going on that affects me:Chances of ever hearing about how that referral is going are probably “slim and none”.
4. You treat our business relationship in a cavalier manner: I should expect you to be any different with my client?
5. I have to chase after you for monies owed:You either can’t handle yours or don’t respect me enough to take care of your obligations to me. And, you want me to provide you with a referral to one of my valued accounts? Mind you, and speaking for myself, I value communication over money. All I really want to know about is what the plan is. Is that too much to ask?

“Whoa!”, you say, “Hang on! I’m not at all like that!”. Maybe “yes”. Maybe “no”. I’m sorry but, that is the perception that you have given me and until that changes, that is the perception that I am going to have to weigh before I provide you with that referral. You should know that I still might consider you to be a great person and a valued friend. I just can’t be that comfortable in referring you to others. What may be even more incredible to me is that most of these folks have little or no idea of the perceptions that they are creating with others. They don’t ever think about the fact that “the person that I disrespect today (and that is what it is), may be in a position to assist me in the future”.

Thanks for visiting!

Craig