Comments on: Seven Steps to Harnessing Referrals

By: Josie Kocsis

Josie Kocsis — Thu, 18 Jun 2009 15:57:01 +0000

Stuart, definitely right on. Information we all know, but often fail to deep in the forefront of our minds, and sometimes slower to execute.
Thanks for the reminder.

By: Paul Moffatt

Paul Moffatt — Thu, 18 Jun 2009 00:59:46 +0000

Excellent points made here about how to “Network”. All to often you will go to a networking event and feel exhausted at turning down so many people trying to get you to buy what they have. They don get networking. If people just followed the followed the 7 points above, the couldn’t follow up on all the business opportunities that came their way. Very well written

By: Rishi Patel

Rishi Patel — Wed, 17 Jun 2009 21:12:30 +0000

Hey Stuart, great article you are 100% correct!

I find the best thing you can do to increase referrals/sales is (1) figure out what your point of difference is and (2) make sure it’s simple. The quicker someone can understand what I do, the easier it is for them to tell someone else.

By: Steve Weeks

Steve Weeks — Wed, 17 Jun 2009 17:49:31 +0000

Stuart all these points are bang on. We agree with all of them and have built our business on referrals. We do not do any cold calling, mail outs, brochures trade shows etc. It takes time for this approach to pay dividends but once it starts you don’t have to go looking for business it comes to you. I would like to add a couple of additional points. 1) Under promise and over deliver. Give your clients more than they expected from you. 2) Always be fair and honest. It takes time to earn trust but you can lose it in the blink of an eye. It is almost impossible to get it back. 3) Figure out what your core values are, get everyone in your organization on board and stick to them every day; you can’t be a little bit honest you are or you are not. Over time these values will become apparent to your employees and your clients and you will see dramatic results. Stuart thanks for reminding us of all these valuable points. I am going to review your points with our staff at our next team meeting.

By: Stuart Crawford

Stuart Crawford — Wed, 17 Jun 2009 17:22:22 +0000

Thanks everyone for your feedback. It is so true that when you treat people like they want to be treated and understand what makes them tick – great things occur.

Stuart Crawford
Calgary, AB
http://stuart.calgarybloggers.ca

By: George Sierchio

George Sierchio — Wed, 17 Jun 2009 15:15:26 +0000

I have to agree with all 7 points, Stuart. But especially #1 & 2. Most people think networking is about themselves and handing out business cards. It’s really about helping others and finding out about them and their needs. You can only withdraw fromthe “favor bank” after you’ve made a bunch of deposits. Making deposits in helping those you network with is the key. Networking is a form of marketing. And just like any marketing, it’s about them and not you.

By: Rene Sloos

Rene Sloos — Wed, 17 Jun 2009 13:05:29 +0000

Spiffs and rebates??? I don’t have time to figure that all out and apply for them anyway. I guess that is what differentiates the “self centred sales organization” from the true “putting the interest of your client first” trusted business advisor.

By: David West

David West — Wed, 17 Jun 2009 12:41:41 +0000

Some really good points Stuart. I especially like point three – I have to get better at Thanking my referral partners.