Module 5: Cultivating the Referral Expectation
One of the most important issues to cover is explaining exactly how you plan on using any referrals that your clients, associates, and friends might be able to provide.
We’ve all dealt with dealing with an over-ambitious newcomer who evidently took ‘don’t take no for an answer’ way too much to heart, and your network needs to trust you to handle any referrals like a seasoned pro. After all, they are putting their own reputation on the mind when they give you a referral, which is something that you need to keep at the back of your mind every time a recommendation comes in.
At the same time, it is also important to manage the referral expectation amongst your professional network by following up with your contacts to let them know how their referrals have worked out. Not only does this help encourage your friends and associates to continue recommending your professional services to their contacts, it also lets them know that you take their referrals seriously and will give their contacts the care and attention that they deserve.
Spell it right out for them. Tell them how quickly they can expect you to follow up and how you will do it. If you plan on reaching out by phone, email, text, let them know, and let them know essentialy what you are going to say. And then, of course, stick to your word once referrals come in.
When your contacts give out referrals to contacts that are not appropriate for the services that you have to offer, simply follow up with them to let them know how the referral turned out so that they will have a better idea of what to look for in the future.