e all have, and have already done business with a
heard the horror stories, friend or colleague. The vendor
“I found a __________ from the phone book is like a box
(Realtor, Mortgage Broker, of chocolates. With a referred
Inspector, Insurance Agent, businessperson, you KNOW that
Inspector, Plumber, etc…) and they have performed in the past,
he/she was so inept that the and they are more likely to
experience was AWFUL! Best case, perform in the future. This
the situations end with a lot of track record is important when
frustration. Worst case, working choosing your vendor.
with a poor business-person can
cost a lot of money. As a small 2) They have something to lose.
business owner, I always ask two Namely, the referrals of your
questions: 1) What did they do friend! Your referred vendor
wrong? (Everyone always has LOTS appreciates and protects every
to say about this) & 2) How did person who values their services
you find this person’s services? and continues to support their
More often than not, my friend good business practices. Unlike
telling the “bad experience” the “phone book vendor,” who does
story found the “bad their business from phone call to
businessperson” through phone call, the referral
traditional advertising – not businessperson won’t “bite the
through referral. These are the hand that feeds them” and
7 Top Reasons why you should embarrass the referral source who
always find your business vendors gave them your business.
by referral.
3) They have something to gain.
1) They have proven themselves. The businessperson who chooses to
When someone is “referred in” to do their business by referral is
your business, that person has always seeking more referrals.
In order to gain this referral by referral – they are the
business, they must build quintessential “people people”
professional relationships – the who love and need constant
core of which is solid work. interaction. Even if your
When a vendor approaches work referral vendor isn’t the
with the mindset of “growing stereotypical “Type A” they will
their business by referral” the still, more than likely, be a
consumer will always receive pleasant person to do business
quality service. with – after all, it takes a
little more than good work to
4) They have more time for you. continue to receive business
The average small business owner referrals. Your friend or
spends 85% of their time colleague got along with this
prospecting for new business. vendor – you probably will, as
This seems completely backwards well!
to most people – but finding
business is the hardest part of 6) They are more professional.
small business! The successful Referral businesspeople look at a
businessperson who has built new business transaction as a way
their business by referral has to build a new relationship. The
the luxury of a constant stream “phone book vendor” looks at a
of incoming business – and is new business transaction as an
therefore able to spend more order that needs to be filled.
quality time with their The referral businessperson will
customers. conduct themselves in a manner
they expect will result in future
5) They are more pleasant to work business from you, and your
with. friends and colleagues.
Type A personalities typically
excel at gaining their business 7) They will return the favor.
Referral businesspeople know the businesspeople tend to be much
value of referrals and tend to more pleasant, professional, and
only do business this way. If effective than vendors who solely
you truly “click” with your advertise by traditional means.
referral vendor, and put them in The referral businessperson
your catalogue of people to refer values your business, and the
to, the chances are that they business of your friends and
will return the favor. In doing colleagues, and will make sure
so, you will build your own that you are satisfied with their
sphere of influence, and your own services. By looking to your
business. friends, family, and colleagues,
rather than to the phone book,
Doing business by referral is a you will almost always have a
much more pleasant and effective pleasant experience!
way of filling your needs, and
your customers’ needs. Referral
About the Author:
Eric Bramlett currently manages his Austin Texas Real Estate Guide, his his Austin Real Estate company’s website, & his Downtown Austin Loft Guide.
Read more articles by:
Eric Bramlett
Article Source: www.iSnare.com 
