Connecting Referral Partners – Part Two

This is the second of four (4) blogs defining Referral types at PRO.

1. Personal Referral
2. Connecting Referral
3. Low Hanging Fruit Referral
4. Listening Referral

These types of leads are categorized as introducing a member of PRO to someone that would be a good connection, partner, or referral source for them to generate ongoing leads. This person may not do business personally with the member, but they would be able to refer the member direct business. In many cases, the PRO member may have expressed wanting to meet this type of person or company. These connections can be easy to make because your contacts may also find this connection a win-win introduction.

Some examples might be introducing a:

• mechanic to an independent auto appraiser
• painter to a historical home organization
• contractor to an architect or interior designer
• marketing company to a graphic design firm
• probate and estate attorney to a senior living administrator

These connections can allow your one-time introduction referral to have legs, turning into many referrals in the months and years to follow.

Tip: Always keep in mind in the case of referrals that your job is not to sell the other persons service. You will probably never do a sufficient job selling someone else’s product offering or service, so let yourself off the hook. Your only job is to comfortably identify and connect the two parties. They can decide for themselves whether they want to proceed once they speak or meet. Letting your referred contact know this will relax them if they are antsy, so feel free to remind them that you really think they will like (member), but ultimately the choice is theirs to move forward. Ask for them to allow your PRO member to call them, and assure them they can decide for themselves if that is the right person to work with.

Next up we address in part 3, the low hanging fruit or 3rd party referrals that are pretty obvious when you hear them.

Angela Todd is the principal designer at Angela Todd Designs, a premier interior design boutique firm in Portland, Oregon specializing in new construction, remodeling and full home furnishings. Learn more about Angela here.

Posted by Pro Portland