Good,Referrals,Matter,Theonly, marketing Good Referrals Matter
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Theonly referrals that matter are the good ones. Sounds like a no-brainerstatement. However, too many people dont get it. Its my belief that theirthought process is slightly mixed up. They either think that offering areferral (regardless of its quality) will make them look good, or they think ifthey offer one theyll get one in return. Either way, it is a bad idea. Whenyou give garbage you do real damage to your brand and your reputation. Not onlywill people stop trusting you, but they wont give you any referrals. They useyour behavior as an indicator of how youd treat theirfriend/client/neighbor/family member. No one would willingly take that risk.Oneexample of a bad referral is offering up someones name and contact informationbefore youve checked to make sure its okay with them. This is, of course, atrust issue. Before you share your clients information or anyone elses forthat matter, make sure you have their permission. No one likes gettingunsolicited calls. And the best way to anger someone is to give out their phonenumber without their knowledge. Imagine how youd react if the tables wereturned and you were receiving the call.Thebest way to solve this is to make the introduction yourself. You can reach outto your client and tell them you know someone who may be able to help them.Would it be okay for you to pass on their information? Or better yet, once youget their permission, actually make the introduction. You can do this via emailso everyone hears the same thing. There can be no miscommunication this way.Ifyou are in a referral group, dont think you can pass a referral and follow itup by saying dont use my name. Iveactually seen this happen. It amazed me at the time, and still does. Dont usemy name? If you do this you have noidea the harm you are inflicting on yourself! Do you really want to be labeledas the person who never gives a good lead? I dont think so! The only reasonsomeone would behave this way is to appear as being giving. Unfortunately, theexact opposite becomes true. They appear to be useless. People talk; wordtravels fast. These people are quickly viewed as not really giving orinterested in helping others. Once you get a bad reputation, youre sunk. Noone will give you a referral because you arent worthy of it.Accordingto the dictionary, a referral is a person recommendedto someone or for something. The dictionary definition of recommend is to praise or commendto another as being worthy or desirable; endorse.Recommend; worthy; endorse. Interesting words.Sothe other side of this equation is the damage that is done to the person whoreceived the referral.- Inthe first example he cant approach those referrals again. They have justexperienced him in a negative way. - Nowhis pool of referral sources has gotten smaller. He knows now that he canttrust that guy to provide him with quality referrals. - Gettinga referral that says dont use my nameis really getting just a name. Itsa cold call. Hes no better off than he was before.Solets talk about quality referrals. Thebest way to get quality referrals is to be known as someonewho gives them. Certain elementsmust exist in order for a referral to have quality. They are:1.You know the person you are going to refer very well. a. You are aware of theirprofessionalism, their performance, their customer service. b. You believe in them completely. c. You would do, or have done,business with them.2.You know the person you are referring to very well. a. You know what their needs are. b. You know how they feel about beingcontacted by strangers. c. You know what they look for in avendor3.You know the best way to conduct the referral. a. Do you make an introduction? b. Do you contact the person for them? c. Do you provide backgroundinformation to your associate so they are equipped when approaching?Knowingthe answers to these items will help you in creating a referral system thatworks consistently and productively. Then as you work your system, youllposition yourself as a networking pro. In addition, youll find you arereferred more often because you can be trusted. Did you notice? This systemtreats everybody fairly and respectfully.
Good,Referrals,Matter,Theonly,