subject: How do you give a referral? [print this page] How do you give a referral? How do you give a referral?
Many of us 'network' on a personal level and do not realise we are doing it. We are not doing it in a structured way but we are still networking. When we tell our friend to visit 'joe the mechanic' or 'bob the builder' we are in fact giving a referral.
We are recommending a business or service that they can place their trust in. This is a very 'personal' thing. After all, would you tell your pal to go to someone you had not tried yourself? You certainly would not want your friend to get a 'raw deal' would you?.
So, what is a referral?
A referral is 'a recommendation of a certain business or service'.
When we network on a business level, we also have to make it personal. You may not actually see that the two are connected - a personal referral and a business referral. But they are and if they are not, they should be.
You are more likely to give an unqualified referral as a business because you will probably have no affinity with the business to whom you are giving a referral.
Is your business credibility is equally as important as your personal credibility? I would say it is more important. Losing your business credibility could actually cost you business and that means MONEY!
A referral should always be 'qualified'. It is the same as saying 'you can trust this business to conduct itself in a fair and respectful way when dealing with them'.
In a networking scenario you have to develop a trust bond, as to begin with you have no real idea who they are or how they run their business.
A trust bond that leaves you in no doubt that you can refer another business to 'joe the mechanic' particularly if the business you are referring has a fleet of vehicles to maintain.
'Joe the mechanic' is in your network group. How do you know he's good? If he shows up regularly he shows commitment. If he is committed to the group he is likely to be committed to his business.How do you know you can refer him?
Someone who stands up in front of the group and says 'joe the mechanic did a great job on my vehicle' OR he needs to show that a referral contact has 'closed business'. In other words they spent money with him.
A quick check with the person you referred will also enable you to decide whether you'll refer again. (Was that person / business happy spending their money with the business you referred?)
If you have had a positive experience with someone in your group, make sure the group knows about it. Others will be happy and confident to refer too!
