ASKING FOR REFERRALS

Your clients, business contacts and members of your supply chain are all able to introduce you to new people. So why don’t we ask them?

Asking for a referral is particularly beneficial in the ‘personal services’ side of the construction industry. However, as the industry becomes increasingly more sophisticated, professional and interdependent this technique can be used to good effect by most of us. Architects and engineers have been doing it for decades.

Your contacts know a lot of people you don’t. They are members of groups and thus spheres of influence that you have no direct contact with, but they can in many instances prove to be very supportive and instrumental in steering you in the right direction.

Obviously there are various ways to go about creating opportunities to secure referrals. The more advanced tend to have a Referral Action Plan. This type of document will prompt you into considering who your real contacts are, how influential they are, what relevant affiliations do they enjoy and will they go out of their way to help you.

You should always try to ask for referrals in a systematic way. Use Microsoft Outlook or some other reminder system. If you follow the building process as part of your thinking this will prompt you to thinking in terms of events and milestones. This in turn will remind you as to who you know and what is likely to be an appropriate time to ‘pop the question’. If you plan your work to a reasonable level of detail it will produce a framework to act within.

Once you start to put this technique into action and you steadily get more proficient at it you will start to derive real benefits. It’s easy. Just say to your client “Fred we have worked really well together on this project and I know it will be a little while before we get the chance to do it all over again, I was wondering do you know anyone in a similar situation or field of activity to yours that might appreciate some help?” Often Fred will say let me think about it or more likely he will say ring Bill, he’s got a project about to start soon.

Fred might even ring Bill and set up a meeting, and he might even introduce you and your services in a very positive way. Regardless, thank him/her and keep him informed as to any and all progress you might make.

Asking for referrals will work for you. But remember wherever you are and whoever you are with it is likely that an opportunity to ask for a referral will present itself. Don’t miss it.

So start asking and you will receive!

If you have any problems in this area, you know a man who can help.