Big Referral Marketing Mistake

By Daryl Logullo | December 10, 2007 | Popularity: 25% | 1,658 views

 Old-skool Fallacy: “Wait until you do good work for a person, then discuss referrals.”

Times have changed.

Today you need to understand why it’s in some else’s best interest to refer you. In other words, what reasons are you giving a person why they should go out on a limb and recommend you to others?

With client relationships–and attempting to get more referrals from them–here’s a big mistake most people make…

They allow feelings and opinions to come into play and influence introductions to others.

For example, you may feel you deserve the referral, but when you ask someone to put their reputation on the line all of a suddent things change. There’s more at risk and at stake for that person to recommend you. They are now forced to think back to every experience (positive, and yeah, negative also) they’ve had with you. Their mind rewinds. Fast forwards. They silently ask themselves, “Do I really want to recommend John?”

This is why the following three issues are 100% imperative for you to put on the table, discuss openly, and agree upon… prior to taking on your next client:

a. What are the expectations you have of our relationship?
b. How will I receive feedback from you on my success accomplishing these expectations?
c. As I earn your trust and confidence, will you openly talk about me with others?

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