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No Fear of Referrals

Written by: Keith Ferrazzi

Article Overview: People are often worried about being put in an uncomfortable situation in which someone they just met is asking them for a business referral -- particularly if their new acquaintance is a salesman asking for a referral to one of their friends who could be a potential client.

No Fear of Referrals

People are often worried about being put in an uncomfortable situation in which someone they just met is asking them for a business referral -- particularly if their new acquaintance is a salesman asking for a referral to one of their friends who could be a potential client.

Next time something like that happens to you, don't think "Oh my gosh, I'm going to be vulnerable now, because I'm risking one of my relationships by introducing some guy I don't know."

Know that, in reality, you hold all the cards. You don't ultimately have to make the introduction. It's the responsibility of your new acquaintance to tell you a darn good reason why you should make the intro. (This is even how LinkedIn's referral system works.) And honestly, if this new guy has a good reason, I'd be thankful and happy to introduce him to one of my friends.

Say, for example, that I met someone who wanted me to introduce him to Phil Knight when Phil was CEO of Nike. If the new guy had three great reasons why he could better serve Nike, I'd see it as something good I could give to Phil.

I'd just say, "Listen, Phil, I met a person the other day who believes he has stuff that can be beneficial to you. Of course, you can do whatever you want with it, but I just wanted to pass on the reference."

Too many people see relationships as pies -- where if you take a piece, there won't be as much left over. Relationships and networks are more like muscles. The more you work them, the bigger and stronger they get.

So the more you give to your friends, sometimes by making references and introductions, sometimes even to people you just met, the better.

It's really as simple as telling your friend, "I was thinking about your company the other day. And I wanted to introduce you to somebody that might be helpful to you." At the end of the day, it's your friend's responsibility. But don't worry, because they're not going to blindly buy something with their company's or their personal hard-earned money.

Related Articles
  “Stop Resisting and Start Reaping The Rewards of Referrals”
  More on Referrals
  Getting Referrals
  How Professional Service Providers Can Break Through Resistance to Requesting Referrals, According To Your Strategic Thinking Business Coach
  Did You Get Any Referrals Today?

Article Tags: acquaintance, business referral, cards, ceo of nike, fear, good reason, introductions, muscles, nike, phil knight, pies, referral system, relationships, three great reasons, uncomfortable situation



Related Forum Posts
Re: Fear of Success - You don't need to fear success. We should embrace it. Fear is define by a man of God as False Evidence Appearing Real. the meaning is what we fear most does'nt come to pass
Other Great Books... - Feel The Fear And Do It AnyWay - Susan Jeffers How To Stop Worrying And Do It Anyway - Dale Carnegie ('What's the worst that could happen - the worst?' Then prepare yourself for that and reality is such a relief!).
Re: How do you get your clients? - I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.
Re: What I'm reading this weekend - Oct 8, 2010 - these are great! In particular, I liked "you’re already perfect" and "Smashing through the Black Wall of Fear." That's exciting that there is a new 4-hour book out. I really enjoyed "The 4 hour Workweek."
Re: Franchises in Texas... - [quote="RussellWebb":1kwhwvtt]Hi GT - I'm just fed up with the hand wringing fear-mongers. Yes, let's all do our share to reduce our impact on the global warming issues, yet at the same time we need to hear both sides of the story... then make educated decisions.[/quote:1kwhwvtt] Hi Russell, But don't you think society would fall apart without "fear" acting as a control? Fear is what keeps people in check (e.g. if you commit a crime you go to jail or even get shot by the authorities in some countries).


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