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The importance of following up when you have received, or given, referrals
Andy Lopata Business Networking Strategist
“How you respond after either giving or receiving a referral can help you as you strive
to build a stronger relationship with your network. You have the opportunity to show
your commitment to people in you network, your integrity and your leadership in the
way that you react after the referral has been passed. When you receive a referral from
someone in your network, involve them in every step of the process. Let them know
that you’ve made contact, let them know if you’re meeting with the person, let them
know if it’s turned into business. If it hasn’t turned into business, that’s fine,
let them know why. And if it’s not the right referral
for you, also let them know why and either give them the opportunity to recommend
someone else or even offer to do it yourself. There’s nothing worse than accepting
a referral because you feel obliged to but not wanting to do the work because that
will come across and how’s that going to make you look? Either in terms of the way
you respond or the way you deliver.
People trust you more if you involve them, whether it’s a successful referral or not,
they know that you’re committed to them and you’re committed to making them look
good. And it’s exactly the same when you’ve passed a referral. Keep in touch. Ask
both parties how it’s going, how things have gone and show a strong interest all the
way along the process.”