How to get more golden referrals

by Richard White on November 1, 2012 · 0 comments

If you put time and effort into building a quality referral network you will find that, before too long, people in your network will start referring business to you. If you want the referrals to keep coming on a regular basis you not only need to do a great job for your new client, but also respect and nurture the source of the referrals. 

I like to think of each referral as being a golden egg from the relationship and I teach this concept is by telling a short story about the goose that laid golden eggs:

A man and his wife owned a very special goose. Every day this goose laid a golden egg, which provided a very comfortable income. Some days it laid more than one egg. On occasions it laid no eggs at all. The couple, however, had lived very comfortably from the golden eggs.

One day the man was looking at how to improve his finances and was wondering where he could get more money. “Just think,” said the man to his wife, “If we could get to all the golden eggs that are inside the goose, we could fulfil all our dreams right away!”
“You’re right,” said his wife, “Just think of how much all those golden eggs would be worth. Why wait?”

So, the couple killed the goose and cut her open, only to find that she had no golden eggs inside of her at all. That was the end of their daily golden eggs.

There are a few key networking learning points that can be drawn from this story in relation to getting more valuable referrals:

A goose will lay eggs when she is good and ready

In networking terms this means being patient and trusting that the referrals will continue to come even though you may want them sooner.

A healthy goose lays more eggs

In networking terms this means making sure you continue to nurture your relationships rather than taking the referrals for granted.

To get even more eggs, get more geese

In networking terms this means taking time to look to develop more referrers rather than pushing to get more from your existing referrers or the referrals may stop coming.

Richard White
Richard White is a sales coach and trainer. He specialises in helping IT consultants win more sales through effective networking. Richard is the author of ‘The Accidental Salesman Networking Survival Guide’ and is a highly sought after speaker on the subjects of networking and soft selling.

 

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