Referrals Will Be Given Based On Observed Behaviors

Articles, Selling

I’ve touched on this topic from time to time. I have also been known to talk about this in group meetings and during training sessions. I get a few chuckles, some embarrassed glances, and then … nothing happens.  I’m talking about referrals.

There are three parties in any referral action …

  1. The referrer – He who provides the referral
  2. The recipient – He who receives the referral
  3. The referred – He who is the subject of the referral

The referrer begins this process. If he refers his client to another, one of two things are going to happen …

  1. If his client has a great experience, the referrer is the hero.
  2. If not … they are the bum.

I own and operate a professional networking group. ALL of the members are really great people. However, there is a reasonably large percentage of these folks who I would hesitate to refer to one of my clients.

I’ve known a lot of these people for years and have had an opportunity to observe their behaviors repeatedly during our weekly meetings and during communications outside of the meeting setting. Too often I see …

  1. People who consistently arrive late to our meetings and to one-on-ones with me.
  2. People who consistently do not show up for meetings without letting me know despite my weekly reminders to do so.
  3. People who consistently will not respond to my emails or calls or will only do so a week later.
  4. People who consistently do not pay their dues on time.
  5. People who consistently promise to get me something at a specific time and who never do and never tell me that they are running late on that promised task.
  6. People who ask me the same questions over and over again. Apparently, they never listen to my answers.

Now, if I refer these individuals to one of my important clients … I would have to be an idiot to expect different behaviors. How they treat our relationship is the only measurement that I have to forecast their expected behaviors with a client.

It gets worse. I have every reason to believe that these behaviors are on full display with their clients and prospects. Opportunities that they are involved in where no referral is present. How does that affect their level of sales? I’d have to say … big time and not in a good way.

These folks are still going to make sales. There are a few possible reasons …

  1. Their behaviors are less egregious than that of their competitors. Don’t laugh. These behaviors are so prevalent that there will always be a lesser of multiple evils.
  2. They have no competition and the client is not inclined to compound their pain by inviting others to the table.
  3. Low bid.  

Everybody knows that referrals are the equivalent of “sales gold”. They are also earned and not given. They are not an entitlement. Why you would not do everything possible to secure those is way beyond my comprehension. Referral-worthy behaviors are simply good business!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
Craig M. Jamieson

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