Are You Referral Ready?

One specific area of training you could provide your referral sources has to do with making mutual introductions. Armed with this information, both you and your referral sources make a commitment to opening doors for each other based on the words that work best for your business.

Even the best referral sources need motivation and continuing education about prospecting for your business. Even the most loyal referral sources have the right to expect that you might be working just as hard on their behalf. Without a mechanism for accomplishing both, the marketing potential of your referral sources is operating at 50% capacity.

An introduction seems like the most basic act, but do you really want to leave that to chance? Do you even know how your referral sources prefer to be introduced? Give them the tools they need to help make you more successful in exchange for tools that will allow you to refer them more business…which is always the best way to feed a referral relationship. When it is done this way, you demonstrate your ability to bring value to the relationship instead of just getting value from it.