What Stops Referrals for Business Professionals?

What Stops Referrals for Business Professionals
What about Francesca, who already has four out of 10 Sales Saboteurs? Relatively new to the role of independent business professional, Francesca had not had as much time to bury herself in Sales and Referral Saboteurs. However, her inexperience with networking had already created many Referral Saboteurs, with the result that Francesca had 10 out of a possible 12 Referral Saboteurs.
 
Francesca, The Corporate Refugee
 
–  Referral Saboteur # 11 The “I Hate Networking” Referral Saboteur
X  Referral Saboteur # 12 The “No One Is Going to Refer Me” Referral Saboteur
X  Referral Saboteur # 13 The “I Can’t Refer Other People” Referral Saboteur
– Referral Saboteur # 14 The “Networking Does Not Work” Referral Saboteur
X Referral Saboteur # 15 The “I’m Not Comfortable Walking into a Room Full of People I Don’t Know” Referral Saboteur
X Referral Saboteur # 16 The “I Don’t Like Meeting New People” Referral Saboteur
X Referral Saboteur # 17 The “I Don’t Like Small Talk” Referral Saboteur
X Referral Saboteur # 18 The “I Am Afraid to Give a Bad Referral” Referral Saboteur
X Referral Saboteur # 19 The “I Am Afraid to Receive a Bad Referral” Referral Saboteur
X Referral Saboteur # 20 The “I Am Not Organized (Electronically or Otherwise) to Follow Up on Referrals or Networking Opportunities” Referral Saboteur
X Referral Saboteur # 21 The “I Refuse to Define My Ideal Client” Referral Saboteur
X Referral Saboteur # 22 The “I Am an Introvert” Referral Saboteur


Her Referral Saboteur report card starts with positive results. As a former executive of a professional services firm, Francesca knew that Referral Saboteurs #11, “I Hate Networking,” and Referral Saboteur #14, “Networking Does Not Work,” were not helpful to a new client development environment.
At the same time, Francesca had defined herself as “not a people person,” which meant that Referral Saboteur #15, “I’m Not Comfortable Walking into a Roomful of People I Don’t Know,” Referral Saboteur #16, “I Don’t Like Meeting New People,” and Referral Saboteur # 22, “I Am an Introvert,” were occupants of Francesca’s mind. Francesca did not have a lot of knowledge about the value of “small talk” since she self-identified as “not a people person,” and she had made a place for Referral Saboteur #17, “I Don’t Like Small Talk.”
Also, while Francesca had an appreciation for the need for networking, she was not equipped with any strategies for creating referrals. She had a long way to go with learning to create business by referral and she had a lot of questions and doubts about this new business development method.
At different points in our conversation, Francesca had indicated that she was vulnerable to accepting the following Referral Saboteurs: Referral Saboteur #12, “No One Is Going to Refer Me,” Referral Saboteur #13, “I Can’t Refer Other People,” Referral Saboteur #18, “I’m Afraid of Giving a Bad Referral,” and Referral Saboteur #19, “I’m Afraid of Receiving a Bad Referral.”
Francesca was concerned about her follow-up system and was letting this worry get in her way with Referral Saboteur #20, “I Am Not Organized to Follow Up on Referrals or Networking Opportunities.”  Finally, Francesca was new to marketing, let alone referral marketing, and she did not see the point of defining her target market, succumbing to Referral Saboteur #21, “I Refuse to Define My Ideal Client.”
Since Francesca had given a home to ten out of the 12 possible Referral Saboteurs, 14 Saboteurs in total (including the Sales Saboteurs), there was a lot of work for her to do. First of all, she had to examine her assumptions about networking, referral-building and “not being a people person.”
After she had embraced creating referrals as part of her lifestyle, Francesca would feel the joy of creating referrals for life. And she would want to do new business development every day.

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