Everybody loves getting referrals and recommendations but the more specific they are the more likely it is that there will be a 'fit'.
So let's take an example:
Suppose I know someone who is looking for someone to completely 'make over' her bathroom: New everything.
As it happens, we had ours done not long ago by a two-man team. We had strong ideas on the particular style of bath and, because the bathroom is quite small, were anxious that the space would be well used and keen that the natural light should be enhanced as much as possible so wanted a full sized mirror or mirror tiles to cover at least one wall. Other than that we were quite open-minded.
My recommendation of this two-man team would be 'warts and all': They were no more or less reliable on turning up on time and with the expected sanitary ware and the necessary tools to do the job of the day than we'd come to expect from tradesmen.
However, once they realised that we appreciated the work they were doing in the cramped space and summer heat, they started to be more forthcoming with helpful suggestions, such as:
"Don't go for the cheapest wall tiles - they'll look okay for a couple of years, then you'll need to replace them"
"Don't go for wall tiles that are too big or too small - they'll look wrong in a bathroom this size"
"We can source a wall mounted heated towel rack that'll fit in just here..."
"And if we put the new... here... there'll be room for..."
"I've just finished a job where I used slates for the floor, came up a treat..."
"Don't go for mirrored tiling on that wall - you won't like it - we'll get a mirror cut to fit the space..."
We still had minor glitches, such as the fact that they glazed the wooden door before removing the thumb print smudges, but nothing that couldn't be fairly easily rectified.
And they cleared up really well at the end of each day's work, so we didn't feel as if we were living in a construction site.
Now my friend has a reasonable and realistic idea of what to expect if she decides to make contact.
Referrals and recommendations:
This point may seem obvious, but I'll make it anyway because, with the best will in the world, things do go wrong and people do get burnt.
It's important to only give referrals and recommendations in the best of faith. For example I know a painter/ decorator/ carpenter whose work by all accounts is excellent. However, he's notoriously unreliable. Would I use him? No. So I can't recommend him. Would I refer him? No chance. I have my own reputation to protect.
Bear this in mind when you're asking others for referrals and recommendations!
All the best Linda You can find more free tips and pointers at www.sellingforbusiness.com
Give and get meaningful recommendations - To learn more about this author, visit Linda Mattacks's Website.
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Linda Mattacks
(Visit Linda's Website)
"Linda Mattacks is one of those rare
professionals who combine deep
strategy-awareness with a thoroughly
practical approach to business marketing.
What's more, she is as much a hard-nosed
and sales-driven results seeker as she is
an intuitive people person who understands
what makes everyone tick. She has built a
wealth of experience in sales training,
business research, marketing campaign
planning and project management. Linda has
helped organisations of all types and
sizes in the UK and Europe to learn more
about their customers and markets, and
turn that knowledge into revenue. Her
mature and human manner has won her both
business partners' and colleagues'
complete trust, which has opened many new
opportunities for all involved.” - Jaakko
Alanko - MD McCann-Erickson, Business
Division, London, England ... Linda
Mattacks M IDM (the Institute of Direct
Marketing) is a trainer and mentor. She
has developed Selling For Business, a
course that combines the sales, research
and contact marketing skills that enable
individual entrepreneurs and small
businesses to compete successfully with
large organisations. Please visit www.sel
lingforbusiness.com for more details
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