Firestorm | Minneapolis Business Networking

I've been getting a lot of calls recently about referrals.  Not only how to give more and get more, but what is a referral.  So today I thought I would start to delve into referrals.  Dictionary.com defines a referral as "a person recommended to someone or for something".  That is fairly all encompassing, but appropriate. 

I believe a referral is an introduction.  So what is the goal of the introduction?  In networking and in business the goal of a referral should be to connect two people that can either A) be good referral sources for eachother or B) do business together.  The referral doesn't always result in business right away but a new connection that can lead to more business down the road.  I remember when I was just starting out in the custom clothing business; I was at a networking event and I was introduced to a young man who was still in college.  He wasn't a prospect for what I did at the time but we kept in touch anyway.  About 6 months after that he called me and invited me to a dress for success presentation at his college to which I happily agreed.  I met another young man there that said when he was ready to buy some clothing he would use me, and again 6 months later he called me.  I wasn't expecting much of a sale from a young college kid looking for a suit, but much to my surprise he decided he needed an entire wardrobe and it wound up being about 4 times the amount of my average sale.  If it weren't for the initial referral I never would have made that sale. 

Now, I had to do a lot of work on my own, and that's the way it should be.  The referral is just a way to "grease the wheels" a little bit.  As a referrer, once you make the initial introduction you are out of the picture and it is solely on the recipient of the referral to close that deal or further that relationship.  Just because you get a referral doesn't mean you don't have to put on your "A" game.  In fact it should be just the opposite.  You should want to put on your "A" game because it's a referral.  Someone thought highly enough of you to stick their neck out, put their name on the line and put their stamp of approval on you.  That's not something to be taken lightly and you should work extra hard to take care of that referral.  So, more to come on referrals soon but remember; if you get introduced to someone, if someone says hey you really need to meet _____ and then puts you in contact with them, that is a referral and should be treated like your top client.

-Philip-