Why Make the Referrer Look Good?
Imagine this scenario: your Referral Partner has just sent you a fantastic business referral—someone who needs your service but whom you’ve never met before. The first conversation can often make or break this new relationship, and the last thing you want is for it to turn into a dry, transactional exchange about costs and services.
So, how can you make that first conversation go smoothly? My advice: **Make the Referrer Look GOOD**.
When you start by talking about the person who referred you, you’re not just making small talk. You’re leveraging a common relationship. This shared connection can turn an otherwise awkward initial conversation into a more natural and engaging interaction. Here’s how you can do it:
1. Praise the Referrer: Start the conversation with something like, “Wow, isn’t [Referrer’s Name] great? They are the best [Referrer’s Profession] in [Referrer’s Area]. I’ve known them for [Time Known]”. This not only sets a positive tone but also shows that you value the referrer’s expertise and judgment.
2. Ask About Their Relationship: Follow up with, “How do you know them?” This question serves two purposes. 1. It gives the potential client a chance to talk about themselves, and 2. It strengthens the bond you’re trying to build by focusing on a mutual connection.
3. Share Your Experience: Add your personal anecdote or experience with the referrer. For example, “I’ve worked with [Referrer’s Name] on several projects, and they’ve always been incredibly insightful and reliable.”
By starting the conversation this way, you’re not just making it about business—you’re making it about relationships. This approach helps to:
– Build Trust: When you show genuine appreciation for the referrer, the potential client sees you as someone who values relationships, not just transactions.
– Create a Positive Atmosphere: Compliments and shared connections create a more relaxed and positive environment, making the potential client more open to discussing their needs.
– Avoid the Cost Trap: By focusing on relationships first, you steer the conversation away from costs and towards the value you can bring.
There’s an added benefit to this approach. You might be able to help the referrer win some business too. For instance, if the referred person also needs the services of the referrer, you can offer a great success story or client testimonial for them.
Imagine the impact of saying something like, “By the way, if you’re looking for [Referrer’s Service], I can personally vouch for [Referrer’s Name]. They did an amazing job for [Client/Testimonial], and I highly recommend them.”
This not only reinforces the value of the referrer but also helps them win additional business. It’s a win-win situation that strengthens your network and adds value for everyone involved.
Here’s how a conversation might go:
You: “Hi [Client’s Name], it’s great to meet you! [Referrer’s Name] told me a bit about your business. Isn’t [Referrer’s Name] amazing? They’ve been such a fantastic [Referrer’s Profession] in [Referrer’s Area]. How do you know them?”
Potential Client: “Oh, we’ve known each other for years, we met at [Event/Location]. They’ve always been so supportive.”
You: “That’s wonderful! I’ve had the pleasure of collaborating with [Referrer’s Name] on several occasions, and they’ve always been incredibly insightful. So, tell me more about what you’re looking to achieve with your business.”
Potential Client: “We’re looking to improve [Area of Need].”
You: “That’s great to hear. By the way, if you’re also in need of [Referrer’s Service], I can personally vouch for [Referrer’s Name]. They did an amazing job for [Client/Testimonial], and I highly recommend them.”
By the time you get to the part about your services, you’ve already established a rapport, making the conversation more about how you can help rather than just what you charge. Plus, you’ve added value to the referrer, potentially helping them win more business.
At Asentiv, we do a deep dive into these [and many more] situations. Learning how to master referrals is what we specialise in. This is why we believe turning a first conversation with a referral into a relational interaction rather than a transactional one can set the stage for a strong business relationship.
So next time you get a referral, remember to make the referrer look good, ALWAYS. See how you can help them win some business too. Watch how smoothly that first conversation flows and how beneficial these interactions can be for everyone involved.
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