Let’s get straight to the point: Do you understand one of the most uncomfortable truths about predictable referrals for serious professionals? Here it is: the more difficult, the more effort, and the more risk associated with making any type of introduction, the less likely it is to occur. This concept is at the heart of my latest book, Can I Borrow Your Car?, which focuses on lowering perceived and actual risk in the referral process.
Imagine this scenario: you want to borrow my Lamborghini. I have several — figuratively speaking — and when I ask where you’re taking it, you tell me you’re going on a three-day off-road adventure filled with potholes and dangerous drivers. That’s a big ask. Chances are, I’m going to say no. Why? Because the risk feels too high.
This same principle applies to referrals. If introducing a person to you feels risky — whether because of perceived effort, uncertainty, or potential fallout — the likelihood of that introduction happening plummets. So, how do you reduce perceived risk and make introductions effortless?
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