referrals

Hey you, Mr Referable!

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Referable? No such word.

More ‘business-speak/jargon’ from Charlie I hear you say. Although, if you’re in business then being referable is absolutely essential. Let’s look at what makes you so while understanding why the fundamentals are so vital for success …

Beginning with treating people as you may expect to be treated …

not to mention:

Are you visible?

What? It’s true, there are those out there that expect the business, that new best client to simply come ‘a knock-in’ on the door, out of the blue … just because you’re you … Nope, we need to work on the bizabilty (more jargon!) After all, there is any number of ways to be seen, some simply DIY in the world of ‘social.’

Do you know your p’s from your q’s? Yes, remember them? Those mirror images, the p and the q. We get what we give right? So let’s understand that there is mileage in good old fashioned manners, respect and etiquette. Let’s just call it p and q.

Thinking of others. Of course, it’s second nature to you, right? If we’re looking for referrals, think of those with like-minded ambitions, offer help and support and you will soon find that it’s reciprocal. Think business underdog. That was you once, right?

Doing as you say you shall? Following up. Well, that’s a no-brainer … innit? We do though, still hear of those given the opportunity who simply don’t follow-up. Isn’t it true that more business is lost through procrastination than by making the wrong decision? We know this, but still, the lack of follow-up by those who say they shall remain one of the largest obstacles to ambition.

Are you communicating? Some don’t. It’s true, they don’t call you because they assume that you are a mind reader … We’re supposed to know that there is a delay or that they’ve cancelled the meeting or the one to one. Lack of communication does not help the bizability, the reputation.

So, how is your reliability? Ask yourself this. Can we count on you?

This is the nugget, friends, your reliability is what makes you referable. If you are not readily visible and you don’t have the courtesy of thinking of others when the business opportunity arises … if you don’t follow up on the enquiries by communicating, then you are simply not reliable.

Unreliable = unreferable.

It’s on the nose!

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I’ve had a great morning, just cleaned the wheely ‘garbo,’ the bin. Treated her to a …

‘disinfectant and hose, she’s a little on the nose.’

Working at home is like that, isn’t it? I mean, it’s the flexibility …. we get things done when we want, we schedule stuff in like a walk with the dog, a leisurely breakfast perhaps or a visit to the beach before the day even starts.

Routines are good although being accountable, working alone and the routine for self-preservation, planning to make a crust can take some doing. A little balance is needed so I tend to work well in advance and ensure my diary is up to date. How about you?

Mulling over forward plans the night before is good for me. I do have a tendency to revise my ‘stuff,’ including the plan for the following day and it’s just as I’m falling asleep, evening peace and clarity brings some surprisingly good results.

Holes in the net?

The regular meeting I was due to attend this morning had been planned months in advance. A dozen or more like-minded souls from the Weekly Business Network are looking to put down roots for new referral forum. It has shown great promise.

Today though I awoke early to find that a half of the regulars had other ‘things’ planned. One was a family welfare call (fair play) always family first! Another couldn’t face the walk(!) someone else had taken a last minute order she needed to fulfil while another suggested it was going to be impossible to stop the car between regular appointments.

Couldn’t stop the car? For our appointment?

So with a net that had so many holes it was a no-brainer that any messages I’d planned during introduction were going to be lost this time ’round, and so I made decided to contact our featured speaker, advising him of our postponement to his presentation, did the same with the caterer, the venue and followed-up with our intended guests …

It’s great to get up early’ I thought to myself.

Networking. The regular contact with like-minded business owners is a great way to show your colours, your intention … a great opportunity to enhance the reputation, don’t you think?

It’s our choice. We can come up smelling roses or if you’re not careful the scent may be a little more repugnant. Think wheely bin … you may need a spring clean.

Reputable, reliable, referable

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Is he reliable Charlie? Ben asks.

Do you know him well enough to refer him??

Fair questions. I thought for a single moment and realised that this time, I just wasn’t sure of my answer…

All in business have had times of dilemma, finding the reliable trading partners, co-workers and suppliers are part of that conundrum. Yes, there is an abundance of reputable offerings … but are they reliable?

I consider myself lucky that I have made some fantastic, trusted long-time connections through networking. We seem to ‘sing from the same hymn sheet.’

Similar to what was being asked of me now, think yourself, what characteristics would a potential business partner or supplier need to possess? There’s a good chance you’ll come up with a list of attributes (nearly) similar to the following …

Is there evidence of:

Like-mindedness

Product knowledge

Empathy

Not forgetting, a reputable name?

Connections

Reliability

What makes them so referable, to you?

Personal recommendation. Reputations are built on them.

You may be given an introduction to a wholly reputable business, someone who fits the bill, an organisation that tick’s all the boxes, even drinks your brand of coffee, but if that connection is more a ‘maybe’ instead of a clear yes/no kind of outfit then chances are, you’re going to hesitate in referring them.

There are many reasons we buy into our professional network and each of us has our own prerequisite when choosing to work with someone.

Personally? It’s reliable. If we’re unable to count on our supporters to be with you when it matters, then they’re certainly not referable.

So in answer to Ben? Sit down, take a minute, share cake and get to know what works for you both.