Are You Referral Ready?

You are at a networking function and someone asks you, “What kind of business are you looking for?” Referral Ready means not only having an answer, but having the best answer available at any given time. The question is a perfect opportunity to describe your ideal referral.

Not everybody is interested in helping you. People who don’t know you well enough might hesitate before referring you to someone they know. But other people can’t help you if you don’t know what you want. To the extent that you do, you never know what can happen. Rather than lose the opportunity, it is better to prepare to be successful.

Can you describe in detail an ideal referral for your business? Whether it is the name of a person (John Smith), the name of a business (XYZ Company), or a description of a specific type of customer (people who travel frequently), create a wish list of ideal referrals before attending your next networking event.

You never know who will ask or be able to serve as a resource for you. And you may never find out until you think about what you want and find a way to pass that information to your network.

Keep this question in your arsenal:  “How would I recognize a great referral opportunity for you?” Use it liberally.  Most people won’t have a great answer, some won’t engage at all, some will. But many will RECIPROCATE, which is precisely what you want…assuming you are prepared.

When you take a moment to think strategically about your business in these terms, you take responsibility for something most other forms of advertising simply can not deliver–choosing your next client.