The One Question You Need To Ask In Order To Make Good Referrals
There is no arguing that referrals can be a game changer in any business. A good referral can lessen the time it takes to close a sale, open doors to a different industry, or even increase the size of a project. Many business owners will consider you an invaluable resource if you are able to send qualified referrals their way.
That being said, a bad referral can do the opposite. No one wants to be introduced to someone who has no idea about their service or why they are even meeting! There are many ways for you to be able to give a solid referral, but there is one question that you need to get an answer to no matter what:
“What do you charge?”
I know for some even asking (or answering) that question causes anxiety but, the fact of the matter is, if you don’t know someone’s price you are going to have a really tough time sending them business that makes sense for them. Some people will not want to tell you their price and will be worried that you’ll always equate them with that amount in your mind and never think of them for bigger opportunities. A great way to get around this is to simply ask, “What amount of money isn’t a waste of your time?” Very few people will neglect to give you even a ball park figure if you ask that question.
Once you are armed with how much someone’s service costs, you can then do a soft pitch to the person you are thinking of referring. You can say something like, “I have a friend who can help with that. Do you have a budget?” Most people will tell you a number they hope to spend; this helps you to qualify them BEFORE making the introduction. If the numbers match, reach out and the person on the other end will be grateful. You don’t even need to mention the rate, just have it in your head. Also, once the referral has been made, take the time to follow up and see how it went.
When you start giving awesome referrals that lead to people being hired word gets around and many of those same people will start thinking of you and your services.
And that’s good for everyone.
Excelsior!
