We all understand the concept that givers gain. We are all in situations each day where it would be appropriate to refer an individual or business to another person.
Here are few things to consider when giving referrals.
- Start with asking more questions. When someone is struggling with an issue, voicing some concerns or looking for a solution to a problem – ask more questions, get clarity, engage them. This will position you as a trusted advisor that is genuinely interested in the issue at hand, and once the need is clear, then you can provide a solid referral for the problem at hand.
- Make sure you really understand the business or person you are referring. When you truly know the details you can speak with credibility about why this particular referral would be a great fit for their needs and what they might expect from the experience. This goes a long way to matching need with an appropriate solution.
- When making a referral be sure to generate ‘emotion’. Describing the benefits of using a person or business using strong emotion will create a longer lasting memory, and will play to the fact that sales is 80% emotion.
- Notice the personality of the person in need of assistance. If they are reserved and highly analytical, you will need to provide details and possibly even facts or figures to make them comfortable with a referral. On the other hand if they are direct and to the point you will need to be clear and concise on how the referral can benefit them.
YOUR CHALLENGE: The next time you have the opportunity to provide a referral take a deep breath and consider how you can be even more effective in getting the referral to stick.