The I's Have It: Inform Referral Sources

One of the things that happens when people establish a referral network is that they don’t receive enough referrals. These people often believe that others aren’t doing their job. Sorry, but the truth is that if your referral network is not working the way you want or expect it to, it's your responsibility.

Have you informed people in your network about all of the products or services you have available? Have you provided them with your business cards, brochures, and other information? What are you doing to compel them to refer you? Your referral sources need to be informed so that they may educate those in their networks and refer the perfect prospects for your business.

Now, here’s the curve ball… Referral marketing is a two-way street. Do you make sure your referral sources know that you are interested in what they do, rather than just worry about how interested they are in what you do? Are you helping them in the same way you want them to help you? Are you really? Are you genuinely interested in their business? Do you know how to properly refer them? Are you referring them? Are you following up with each other on a regular basis?

It is your responsibility to inform your referral sources on what a good referral is for you and to make sure that you are trained on how to refer them. Responsibility is something people are sometimes reluctant to take. You're responsible for the actions other people take on your behalf. It's up to you to choose the right people, to set the tone for your business, to educate your referral sources about what you do, to demonstrate competence and integrity, and to maintain the effectiveness and strength of your referral relationships.

Only those individuals who recognize that they have to take responsibility are the ones who make this process work for them. What are you doing to properly inform and train your referral sources?

Laura Bruno is a trainer, speaker, referral expert, and a Certified Professional Behavioral Analyst. She is the owner of the Referral Institute SoCal. She can be reached at 951-699-2558 or visit http://www.referralinstitutesocal.com/