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What is a referral?
I’ve gotten different levels of referrals and thinking maybe I don’t give what other people consider a referral.
So here’s some examples:
- A friend says he wants to lose weight. I tell him I know a great trainer and nutritionist.
- Someone in our group needs a plumber, I give them the name of my plumber
- A friend says he is looking for a good estate attorney and asks me if I know someone, I give him Susan’s name. He says he will give her a call.
- I see someone slip on a wet floor at Safeway. I walk up to them and hand them Kalin’s card.
I only consider #3 a referral. What does everyone else think?
Dennis Nix Protecting yourself, family and loved ones in case of premature death, or the inability to work due to an accident or illness. Life, Disability and Long Term Care Insurance from Mass Mutual and other quality companies.
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To me, all except maybe #4 are referrals. #4 might be a referral, but there is no prior relationship and may be some ethical issues in making the “referral.” Some “referrals” can be “leads;” they just need to be understood that way. When in doubt, “more is more.”
I would concur with Bob. I consider examples 1-3 to be referrals. If someone we know, or someone who contacts us, expresses a need or interest in a particular service, and we pass along a recommended contact, that is a referral, is it not? In the case of legal referrals, it is entirely up to the potential client to follow through.
Thanks for raising the question, Dennis!
Unless the member asking for the referral says differently, I consider a referral to be an actual introduction. To me that means I have put the two people in touch with each other. #1 is a cold call unless the friend who wants to lose weight actually says he will accept a telephone call from the trainer and nutritionist. #2 is a hot lead, but the plumber should be given the person’s contact information to follow up. #3 is an actual referral. #4 is a referral if you take the person’s information and give it to John Kalin.
I agree with Bob that some referrals are leads and leads are valuable too. Sometimes it isn’t possible to give the perfect referral but if the lead looks worthwhile I would rather receive it than receive nothing. Often a warm lead turns out to be good, but the closing ratio is going to be much lower.
Just my thoughts.
Just thought for the pot ‘o discussion:
— A computer client asks me to help him transfer bookkeeping data. Doing his own books is
not a new issue with us. This time I email to assist him and to send Cindy’s contact info.
He’s says he’ll contact her. I will follow up with him to ask if I may give out his.
— Seth asks for contacts at Wells Fargo. I know an assistant branch manager personally.
I will give Seth’s card to him and ask who Seth may contact at that branch.
— At the member training they tell us that referring someone to our BNI group is a referral.
I’d say it varies depending on what the referree (is that a word?) asks for. E.g., Kate Antonini states that she would like names (and locations) of restaurants that are opening. No introduction required there. Just a drive-by sighting. Attorneys (and myself) need to have the referral contact us. Bart may just need the name and information of a decision-maker in a firm that the referring person is familiar with. Therefore it’s important that one specifies what they consider a good referral in their 30-second infomercials and presentations. Naturally, the best referrals are always when the referring person can personally connect the two parties together.
I would say that #1 is a lead because you didn’t give the friend or Shianne a name and contact info.
#2 is a referral — but only if you also tell the plumber the name of the person who needs a plumber.
#3 is a referral — again, you should also give Susan the friend’s contact info.
#4 is a referral — but only if you give John the person’s name so he can follow up.
Thanks,
Gil