Tuesday, June 21, 2011
Stop fishing at the referral stream.
Thom Singer's "How To Refer Thom Singer" on his blog, Some Assembly Required. I've featured Singer's posts before. Thom knows relationships: how to establish them, how to nurture them, how to turn them into revenue. So when he writes that it's your job to give your contacts the tools they need to send potential new business your way, you'd do well to heed his advice. Because you don't need referrals for work you cannot or should not or absolutely will not do. Educating your referral sources is your responsibility. If you want them to help you succeed, that is. Still not convinced? I'll bet Brian Tannebaum can persuade you.