What’s Your Process

What to DO to GIVE Referrals
Arc: Reciprocity | What’s Your Process
Conversation lead by the: North Fulton Team

  and What is the process you go through in your mind, to refer?

  1. What is the most important first connection?
  2. And if that connector fits, what’s the second thing you ask yourself?

And when that’s a match, what’s the third differentiator?

 

19 Responses to What’s Your Process
  1. Matthew Jones
    July 10, 2020 | 10:41 am

    For me, the first thing that I do is decide whether I know enough about what the client is asking me to realize that a referral is even possible. Once I recognize that a referral opportunity has arisen based on what the client has requested, I run through a mental checklist of anyone that I know that could be a potential answer to the client to question/issue. Third, the differentiator for who gets the ultimate referral if there are multiple individuals who meet the criteria depends entirely upon the type of referral. Generally, things such as geographic location, prior interactions (whether business or personal), and price (based upon the client’s potential budget) are the biggest differentiators between multiple referral partners.

  2. Wendy Kinney
    July 10, 2020 | 1:51 pm

    When I understand what they want I generally have a few people who could fit, and one who is an exact fit.

    Then I ask myself if I can trust that person to take good care of my client.

    Example: three times I’ve referred friends to Paul Schimek. I set their expectation by telling them they will never wonder what’s going on, because 20 minutes before they think of a question Paul will call them with the answer.

    When the case is done they always tell me how cared for they were — and **that** is what makes me comfortable referring to him again.

  3. Renee Pruitt
    July 10, 2020 | 9:10 pm

    For my business, the minute I hear a need that is not being addressed is when I think of a possible referral. Then, I think about the person I am about to refer to. Are they are good fit? Will the person I am referring benefit from the referral? Typically, yes, and finally my most important requirement is that my client, the one I referred, is well taken care of. I expect that, and when good care is delivered, I will refer over and over.

  4. Jason Williams
    July 11, 2020 | 6:15 am

    The very first step is recognizing the opportunity. When team members include great Kindling Questions in their info minutes it really helps to identify potential referrals that I wouldn’t have ever considered on my own.

    The next thing I ask myself is who do I know that can solve this issue for my client, friend, or family member?

    Once I have thought of a few potential referrals I ask myself who will do the best work for this person and create the best possible experience? This is where credibility becomes critical for me. I see all referrals as a reflection on me and my business so, credibility is a MAJOR factor in who gets the referral. Referrals are earned, not owed.

    Lastly, I am fortunate that I am in a classification that allows me to sub on almost any team. Over my years in Power Core I have subbed a lot. As such I often find myself with multiple credible options to refer out. So when I find myself in a situation where I can refer 2 or 3 different GREAT companies that I trust to give my referral an excellent experience, I make the final determination by proximity.

  5. Lynn Spencer
    July 11, 2020 | 10:18 am

    When I refer, it starts with LISTENING to clients/friends/acquaintances. At times they will talk out loud about needing to find somebody to help them with a service. When I hear it, or if they directly ask, “Do you know…”, I think upon my circle of networking and business peers. If I believe one of them is a likely good fit, I tell my client/friend/etc that I know this great guy/lady who will be able to help them with their need, and then I make the connection. I will not refer to anyone who hasn’t earned credibility in my eyes or in those of whom I trust. So:
    1. Listen
    2. Connect the dot to a referral (mentally)
    3. Assess if both the referral and client/friend will be likely satisfied in the end
    4. Refer!

  6. Tom Martin
    July 11, 2020 | 10:48 am

    In my eyes, the first connection starts me making sure I have a clear understanding about the type of referral someone is seeking and what they hope will transpire because of this introduction.

    Example: “Do you know any CPA’s that you would recommend?” (Several CPA’s have come to mind)

    • My follow up: “What are some of the things you hope your CPA will be able to help you with?”

    • “A friend and I are planning to start buying homes to renovate and then resell, so someone familiar with real estate is important to us.” (One firm stands out and I can offer specific examples of how this firm is someone they need to talk to).

    I have found that one or two clarifying questions offers a wealth of insight which helps me be a more effect connector.

    From there, previous personal experience or other client’s experiences, responsiveness, ease to work with, and trust are all potential third differentiators.

    Ultimately, I want to be known as someone who has tools, resources, and “connections” which put people on a direct path to the solutions they seek. So, asking more questions helps me make more effective connections.

  7. Trent Phillips
    July 11, 2020 | 12:51 pm

    I’m listening closely for the clients requirements and to see if it is a match with the person I had in mind. If so, then I want to ascertain if there is a good fit in personalities. If so, I make a referral.

  8. Donna Chunglo
    July 11, 2020 | 3:32 pm

    Listening is the most important part of giving a referral. I listen to what is going on in my customers and friends lives and then think of the people I enjoy Tuesday mornings with the to make a referral. Kindling questions often lead to great referrals.
    Donna Chunglo

  9. Ken Schmanski
    July 11, 2020 | 7:53 pm

    When I’m talking to a client that has an unmet need, I listen to them explain what they have done so far and why they haven’t been unsuccessful in satisfying their need.

    I ask questions that answer their level of urgency, is there a time limit that raises their urgency. Such as getting settled into a new home before school starts. Is it something they want to do or have to do?

    What is the expectant result from the person I would recommend and is it a rational expectation? If they will tell me, what is their budget and does it match the services required?

    Depending on the services required, is geographic location relevant?

    If I am fortunate to know several people that could satisfactorily provide the service required by my client, friend or family, then I look at factors such as experience level, reputation for ease of doing business with them, and do people generally tend to trust them.

    Listening to the weekly InfoMinutes and Seven Minutes helps me get a better feeling as to my expected results when connecting them to my client, friend or family.

    After listening to Jason Williams over many months, I know he will provide great service to the person I connect him to.

  10. Michael Matthys
    July 12, 2020 | 10:07 pm

    When a client asks me if I know someone who does something they need, I think of a person or company who cam fill that need. The second thing I look for is will the person I refer to my client take good care of them and do what is required so my client has a great experience with them. The third thing I look for is did the person or company I refer to my client actually do what they said they would do to meet the need of my client.

  11. Dr. Haley Ray
    July 13, 2020 | 8:31 am

    First I need to listen and properly understand the need and value of a referral. The person needs to understand your genuine appreciation for them enough to properly refer them to someone who is a good fit. Second, I need to have trust enough with the person I am referring TO. If I have the trust and the person has trust in me, they will follow that person to whom I am referring to.

  12. Jaad Nicholas
    July 13, 2020 | 10:42 am

    The first connection is recognizing a client’s need. Then, I think about the best way to fulfill that need. If that answer includes a PC Team Member, I ask myself if my client and the team member would be a good fit. Lastly, I call the PC Team Member to confirm they can fulfill the need before actually referring them

  13. Simone Smith
    July 13, 2020 | 4:37 pm

    1. I want to make sure there is a need before I even mention the referral.
    2. If there is a need, I ask myself can I trust the person to take care of my client.
    3. Ask questions to better understand what the client my need from the person I am referring them to. Trying to make sure it will be a good fit all the way around.

  14. Andrew Jones
    July 13, 2020 | 9:25 pm

    First, it’s important to know if the referral fits the profile of a client they are looking for. Sometimes it’s obvious, sometimes it isn’t and that will entail a quick call to clear that up.
    Second, If I have multiple options to refer too, then I’ll pick the best fit. It maybe as simple as who’s service area is closest, or as complex as knowing who’s personalities will work best.
    I’ve genrally sent out the referal at this point, but if I still have two good choices, I might ask for feed back about who is best from another PowerCore member who is “In the Know” 😉

  15. Spencer South
    July 14, 2020 | 8:39 am

    What is the most important first connection?

    When I talk with clients I often find needs that they are looking for especially the ones related to my business for services that I do not perform.
    I also ask if they need a connection to someone that performs services I have a list of people I trust and I am glad to provide that contact information.

    And if that connector fits, what’s the second thing you ask yourself?

    Once I determine that the connection fits I look at timelines for availability or future timelines and just allow the client or contact to reach out at their own pace. If it is an emergency type situation or budget type client that may change my referral contact a little.

  16. Dennis McLynn
    July 14, 2020 | 1:18 pm

    Similar to others mentioned above,
    1. I look at the need.
    2. Do I know and trust anyone that can help?
    3. I follow up with my client to see how the referred person performed.

    If good feedback that person joins the inner circle of trust.

  17. Carrie Jones
    July 15, 2020 | 12:31 am

    I make an effort to get to know my clients on a personal level to build rapport and trust. Then, I listen for opportunities to recognize when they have a need for a referral. Next I make sure the referral is a good match (services, personalities, specialties, etc). Then I make the connection and follow up to ensure the connection was a good fit for both parties.

  18. Larry Lupas
    July 15, 2020 | 3:46 pm

    Most of the basics have been covered. Since I talk to folks about such a broad range of things going on in their lives, it’s not uncommon for someone to mention a project or a need. My first questions are along the lines of who they have in mind, what’s the timeframe and do they already have contacts in that field. If they’re poking around the internet, I tell them that my Powercore team is an excellent place to shop because these are people that have to perform and be accountable to their teammates.

  19. Philip VanFossen
    July 16, 2020 | 12:05 pm

    Conversations with potential clients usually don’t include opportunities to refer powercore members. Once a potential client becomes an actual client, I get a lot more opportunities to talk to them about their wants and needs. Once I have find a need, I look in my little black book and pull out a referral that I feel will be a good fit with my client. Remember, my reputation is on the line here also. I make the referral and follow up with my client to make sure all went well and if I did my job well, I helped 2 people have a good experience.

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