BD tips and insights

By Linda Julian

When referrals stop

August 21, 2013 | Posted in: Business Development Skills | Tags:

Referrals are a great way for professionals to grow their practice, and there are lots of things you can do to stimulate them.

From most sources, referrals are intermittent – they ebb and flow with the cycle of business, busy-ness, and contact. But sometimes referrals slow down – or worse, stop completely – and you are left wondering why.

Here are some of the most important reasons that referrals ebb, and what you can do in response.

You haven’t acknowledged a referral. Don’t expect another referral if you haven’t shown your appreciation for the last.

You haven’t kept the referrer in touch with what’s going on. To feel completely comfortable, make sure s/he knows how things are going.

You haven’t given a referral the right treatment. Referrers put reputations on the line – treat every referred client as a VIP.

You haven’t reciprocated with a referral when you can. The most tangible sign of appreciation is to cross-refer a client, if you can.

Your referrer just doesn’t have anything to refer right now. Any referral source – active or not, needs to be part of your “keep in touch” and “made feel important and appreciated” network. All the time. Not just when the referrals are flowing.

Your referrer has started referring elsewhere. Maybe someone else has earned share of mind – perhaps by following the “rules” of referrals.

Think about these possibilities, explore these issues, and take corrective action to leverage all the possible referrals you can from valued sources.

We can help, please get in touch.

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