The other day I bought an avocado at the store. I carefully selected one that looked fairly ripe as I was planning to eat it soon. A few days later I cut that avocado open for dinner confident that it would be perfect with our Mexican dinner.
Alas, it was still hard inside, even though from the outside it looked fully ripe. I went ahead and served half of it with our meal, but it was very unsatisfying and didn’t have the creamy taste or texture that we love.
As I thought about it, I realized it was a lot like making a good referral. We oh so carefully select the exact right person to refer. Then, when the time is ripe, we pass along the name, the phone number and some info about the situation to our referral partner. Because we have taken a little extra time and attention, we assume that the referral is perfect.
But sometimes, like my avocado, looks are deceiving and more time is required to fully ripen the referral. What can we do to help serve up ripe referrals every time?
- Make sure you understand the specific needs of the referee. Use basic interview skills to solicit their exact needs. What? Where? and Why? questions are your best friends.
- Know the scope of your referral partner’s services or products. One-to-ones and GAINS profiles can make all the difference here.
- Perform the referral introduction in person if at all possible. Not only does that allow you to add credibility to your referral, it also gives you a chance to start the new referral relationship off on the right foot. If you can’t do it in person, then perform introductions over the phone then send an email to both parties with contact info included.
- Lastly, follow-up with both parties within a week of giving the referral. This is your chance to ensure that your referral is ripe and tasty for everyone involved.
Follow these four simple tips for the ripest referrals possible and start serving up results!