Referrals in Marketing Work When Your Actions Have This One Key

Coaches question: “Did you connect with the two bankers you asked to meet from your networking partners?”

Clients answer: “Yes; I did call one and left a her a message.”

Coaches challenge: “And there were two; what about the second one?”

Clients challenge: “Hey; aren’t they supposed to call me?”

This is the beginning of getting focused on a coaching call. Someone wants to build their business and is wondering about the results of their efforts in a particular networking group; one with a “giver’s gain” philosophy. One that counts on referrals. Giver’s Gain is also, “If you help enough other people get what they want in life, you’ll get what you want,” “What goes around comes around,” or “Think of others and they will think of you.” In sales, referrals are part of this process.

There are probably as many different ways to explain giver’s gain, as there are people who practice it. So why then would my client who likely understands the concept intellectually, not apply it to their own actions and behaviors?

Possible reason one: misunderstanding of the referral process? When you are the one asking for a referral to someone, it is your responsibility to follow-up with whomever you were referred.

Possible reason two: confusion about roles in the referral process? If someone refers you and your products or services, you are responsible for building a relationship that helps the prospect get to know, like and trust you. You cannot leave the building steps to anyone else.

Possible reason three: lack of clarity about the steps of the process? You may be wondering as I did, and what is the plan of action after the first voice mail? Even though referral calls are usually returned 8 to 1 from a cold call it’s your responsibility to continue with meaningful sales calls in your follow-up.

What it all comes down to, whatever you believe “givers gain” is or is not, is responsibility. It is your personal responsibility to carry through with actions and behavior that support your marketing efforts. Only you can bring someone into your sales cycle.