Tweet

If You Want to Be Referred

Written by: Paul Tobey

Article Overview: Referrals are the cheapest and most effective form of marketing. If you want to be referred, this behaviour is a must. Most people will only refer people they trust.

If You Want to Be Referred

Last week I had an appointment outside of my office, with a supplier, to discuss progress on a project. I arrived a few minutes before the appointed time, sat down at a table and began to work until she arrived. After about 15 minutes, I began to wonder what had happened. She was 10 minutes late and still no word.

I was thinking of leaving when the phone rang. It was the person with whom I was supposed to be meeting. She was parking her car and would be along in a few minutes. In the end she was 30 minutes late, and this wasn't the first time. A pattern was emerging.

By being late she had moved from a chosen supplier to a source of irritation, but more importantly for her she had only limited time with her customer, I had another appointment to keep.

She short-changed herself and eroded some of the goodwill she had created when she sold me on her services. Even if she does good work for me, there is something negative hovering over her.

This got me thinking about Referrability Habits taught by Dan Sullivan of Strategic Coach.
• Show up on time;
• Say please and thank you;
• Do what you say you will;
• Finish what you start.

Nothing complicated here, they are simple and basic but they are important. Unfortunately a lot of people don't follow them. They are about respect for other people and being reliable. Something all of us in business should be. To the extent you don't follow them, you undermine trust. Lack of trust causes hesitation, and hesitation kills sales.

Referrals are the cheapest and most effective form of marketing. If you want to be referred, this behaviour is a must. Most people will only refer people they trust.

Remember referrals cost nothing and the close rate is about 500% greater than for other kinds of leads.

Related Articles
  Why Refer You
  Repeat Yourself!
  Be Specific
  What is Basket Analysis ?
  Why Are You Waiting to Ask For Referrals

Article Tags:



Related Forum Posts
Re: February 14 Triple Crown Update - Yes, since we started the contest Jay has won every time for the Referred Articles category!
Re: October 17 Triple Crown Leaders - Yep - and Robin referred him and is getting all the credit in the Referred Articles category!
Re: August 1 Triple Crown Update - After taking a look at the July 11 update, I was starting to wonder if anyone would fill the gap under the Referred Articles section. Not surprisingly, Jay is going strong with 14 now. Will anyone join him?
Re: September 26 Triple Crown Update - Hi Evan, Thanks for the update, the Referred Articles section is really hotting up and I'm sure will keep our interest right to the line. The other two categories seem to be showing clear leaders particularly Milly who is out of sight and David who is showing us a clean pair of heels this time around in the forum posting section. regards, Mal.
Re: Q3 Triple Crown Winners! - [quote="GT Bulmer":1i3lqoir]Have you noticed how Jay Kubassek ALWAYS leads the Triple Crown Contest in the "Referred Articles" category? Have you ever wondered how he does it? Well, you really aught to check his EvanCarmichael.com profile. I think you might be amazed and definitely inspired![/quote:1i3lqoir] I never realized he was the CCPro guy. I was a member of that for a while. He does have a very inspiring bio!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Track Your Time for Increased Productivity

What Aweber Can Do For Your Online Business

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.