Why Your Request For Referrals Isn’t Working

Periodically I get a request for referrals from one particular businessperson. The business owner in question emails once in a while and calls every few months or so. While I legitimately have never had a referral to pass on to them, even if one comes up I probably would not give them one. To the best of my knowledge they are very good at what they do. They have sent me several case studies showing how they have helped their customers. Even so, I probably would not refer them. Why I would not refer them is simple. The only time I have heard from them is when they are asking for referrals.

When I give a referral, I am putting my stamp of approval on a business. To do this I need to feel that the person I am referring will be taken care of. I don’t just want to know that the company provides good service, but that they are a good fit. When the only relationship I have with the company is them asking me for referrals I can’t judge if they are a fit.

Before you ask for a referral, you need to create a relationship. Without the relationship, an ask for a referral is just a sales call.