Too often referrals are assumed not encouraged.
Most professionals say they get most of their business from referrals.Yet too often, they are taken for granted. Referral sources need to be cared for, rewarded, tracked and added to as needed. Professionals should monitor the kind of business given by each source as to quality, profitability, nature of the work.
- Reward those who give you solid referrals.
- Educate those who do not, but could.
- Reclassify those who do not augment your “social capital” or produce good leads.
Build your referral resources strategically.
Look for referral sources who can:
- provide complementary services of use to your client base
- provide ancillary services that your clients want or need.
- introduce you to potential clients
- refer their own opportunities to you when they are conflicted out
