09 Sep How to Make Yourself Referable
Being good at what you do isn’t enough to be referable to others—you have to go above and beyond what you promise and earn a reputation in your networking circle that will make you stand out.
When a connection refers you, he or she is risking their own reputation, and possibly one of his clients, by putting trust and faith in you.
How likely others are to refer you is your “Referability Quotient” (RQ). Broken down, this will consist of your visibility, credibility, and sustainability.
First, are you well-known by other employees and managers within your company? The most successful company cultures have incorporated various forms of interconnecting their personnel. Each department in a company should support the other. A marketing team needs feedback from sales personnel, who learn about the effectiveness of the marketing campaigns directly from the customer or client.
Secondly, you will want to be seen outside your company at a variety of networking events. But being physically visible is only half the battle—do you clearly define to others your primary services (one to three, at most), as they relate to specific clients and markets?
You are not referable if others do not know the deal size and market(s) that define you. Focus on clarifying your message and showing others that you are a low-risk, high-reward referral.
When you receive advice or a referral from a connection, do you follow up to thank them? Do you actively strive to develop a network that creates value for everyone, not just yourself? In order to establish your credibility, refer to others without seeking reciprocity. Don’t keep score—do all you can to help others and your reputation will encourage others to refer you as well.
While we cannot always offer a solution or sage advice, we probably know someone who can. Do not be a door stopper; be a door opener. Seek out contacts that close gaps for others. At the same time, maintain the confidentiality of others when you receive personal information from them.
Networking is a long distance race, not a 100-meter dash. Be sure to focus on a sustainable marketing strategy that nurtures your relationships.
You never know when a weak tie (non-prominent relationship) could turn out to be a strong one when you need it most.
Finally, one of the best ways to stay “top of mind” is to be interesting—and the best way to sustain this is to be interested.
At Legacy Forum, we maintain a community of professional service providers that foster deep and mutually beneficial relationships with one another. Our elite organization brings together Southern California’s top service professionals to focus on business, personal, and professional development through shared experience, knowledge and purpose.