Thanks for the link. It is always useful to learn what a successful networker does.

Ford Harding

I find that one of the challenges with referrals is that – just like with clients – no matter how clear your messages and effective your communication; your “referral partners” are busy people with much on their minds. Over time you and their good intentions towards you drift to the back of their minds.

I find it useful to think about treating referral partners with a high potential to refer to you in the same way that you would treat high potential clients & prospects.

After an initial approach to a high potential client it’s normal practice to try to nurture that relationship with a series of planned contacts designed to add value and demonstrate competence and trustworthiness. All with the aim of keeping “front of mind” so that when a need does arrive, we’re the first choice.

Yet we rarely take such a planned approach to referral partners. Typically we meet them, have a follow-up, communicate what we’re looking for from them, and then do little else other than chat to them when we meet them at networking events. this is unlikely to get us to the front of their minds if they’re asked for a recommendation in areas relevant to our services.

By a strange coincidence, I popped a post on my blog a few days ago highlighting an approach a local contact of mine uses to keep front of mind with his referral partners (http://www.sales-excellence.co.uk/articles/staying-front-mind-referral-partners.html). Of course, different approaches will suit different professionals and work best in different circumstances. But I found it instructive to see the approach one person had used to address this challenge.

Ian