In our latest episode of our “Why Should I Refer You?” podcast, my friend George Sandmann joins me to discuss the intricacies of referral marketing, the importance of being a “net giver,” and how to qualify clients effectively.
Here are some key takeaways:
- The Power of Referrals: We delved into why referrals are vital in complex sales environments and how to make them more effective.
- Being a “Net Giver”: George emphasized the importance of contributing value to your network before expecting referrals.
- Avoiding “Relationship Assassins”: We discussed how some people unknowingly damage relationships by asking for referrals without offering value in return.
- Specificity in Referral Requests: The more specific you are about your ideal referral, the more likely you are to receive quality introductions.
- Qualifying Clients: George highlighted this as a crucial skill for advisors, emphasizing the importance of understanding how far you can take a client.
- Ethical Business Practices: We explored why maintaining high ethical standards is essential for building trust and getting referrals.
- Risk Mitigation: Understanding how to reduce perceived risk for referral sources can significantly increase your chances of getting introductions.
- The Growth Conversation: George shared insights from his book The Growth Driving Advisor and how it can help businesses increase strategic capacity.
Subscribe and listen to “Why Should I Refer You?” On Apple, Spotify and YouTube. New episodes drop every Friday morning.
