Why You’re Not Getting More Referrals

By Daryl Logullo | April 2, 2008 | Popularity: 29% | 2,482 views

What keeps most people from getting all the referrals they want and deserve? There are really two things. First, being passive about the referral marketing process, rather than active; and secondly, procrastination. Let me talk about the latter for a moment.

When I mention procrastination as related to becoming active — as in, having an active referral marketing program – I’m talking about intentions versus actions.

Procrastination is intentional mental diversion. You delay today’s action, today, for a promise of tomorrow. Call it future hope, but I doubt few people ever honor that “deal” they make with themselves. I suspect that within this action lurks very tedious issues that cause frustration, as subtle as they may be. And the bottom line with anyone who procrastinates anything is they don’t like all the tedious frustrations. So they delay making a decision.

Sound familiar?

Think about something you are delaying a decision on now. I’ll be you’re perceived negativity or unpleasantness means you’d rather just duck the issue than deal with it.

Psychologists say this often happens when goals are large or unclear.  With referral marketing activities — and ones you are not currently undertaking — I suspect you are not getting the referrals you want because of this.

Now I’m not about to riff on goal-setting activities…. that’s not my point here. But trying to figure out how to get from a state of passivenes without continuing to procrastinate? Well, that indeed can be some evil psychology.

My best advice is for you to lay out specific plans of action that “kick-in” when certain conditions are present. This enacts your behavior to move from passive to active, and sidestep any notion you may have to procrastinate.

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One Response to “Why You’re Not Getting More Referrals”

  1. Aj Says:
    April 10th, 2008 at 5:04 am

    direct and to the point while remaining easy to comprehend. Well done

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