Referrals
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The following is a brief synopsis of the Referral Skillset.
Referrals constantly occur during your Networking process. They become valuable to you through the research you do as you learn more about specific careers, disciplines, companies, and industries. Referrals are the building blocks that help you make decisions about your direction, provide a lead to a current open position or a potential unposted position, or gain internal operational information about a company or industry.
Skills you will develop from the Referrals segment:
- Where and when to start the referral process
- Utilizing friends, family, and former and existing associates
- Understanding that those you contact are willing and even eager to assist you
- Reciprocating when it comes to sharing information
- Connecting with the referral contact by presenting your Verbal Resume as an ice breaker
- Listening to all suggestions, completely.
Keep in mind a referral will originate from a person you know, in most cases. For example, you might ask a friend for a contact in a legal firm, because you know his brother is a lawyer, or ask your neighbor who recently had a legal settlement and knows at least one referral to a law office.
When you contact a referral, introduce yourself by letting them know they were referred to you by a mutual friend or colleague. This will change the atmosphere of your meeting and open doors to needed and unexpected leads.
The referral process can be difficult to initiate if you have had little or no experience. I had a client ask me: “Why would a person be willing to talk to me, a stranger, about their company, industry, processes, or available opportunities?”
The fact is most referrals are more than willing to extend themselves regarding time, information, and further referrals. During your networking meeting, you also may have an opportunity to reciprocate in providing information.
I remind you to open by saying: “I’m not looking for jobs you may have or know about. I’m looking for general information about the company and their client base, which will help me make decisions about my current or next career move.”
Remain Open to All Suggestions
Occasionally a suggestion which may seem out of line or way off course at first mention may become an exciting and challenging opportunity. I have many anecdotes confirming happy landings from what started out as “No way.”
Be Direct with Your Referrals
Avoid placing your contact (the person providing a referral) in the middle of your request. Clients tell me the contacts providing the referrals thought they should schedule a meeting for them or check to see if the contact is okay with the referral.
Keeping the person referring you in the middle of scheduling a meeting can cause unnecessary delays and may jeopardize making the connection you need. Get the referral’s number from your initial contact and make the call yourself, telling the referral your mutual friend referred you, and the reason for the call.
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