What are your driving habits? How many times have you heard someone say this: "I give people referrals all the time and they never give me anything back!"
You can hear the frustration in their voice. You can see that they are probably about to walk away from that relationship. You can also suspect that there is more to the story that just what's on the surface.
If you have found yourself saying this, here's what I would ask you:
1. Have you actually ASKED that person to refer you? Did you consider WHEN you asked or HOW you asked? Or are you sitting back expecting them to "get it" and want to pass you business?
2. Have you actually TAUGHT this person HOW to refer you? Or are you sitting there saying, "well they already know what I do, they should know how!"? Wrong. They're most likely NOT in your industry ... you know what happens when you assume, right?!
3. Have the referrals you've given been GOOD ones ... or not? What else are you giving to the relationship? Are you genuinely interested in helping their business grow or are you participating with the "what's in it for me" mentality? Authenticity is very easy to identify.
One way to guarantee reciprocal referral relationships is for YOU to drive the relationship in that direction. And for you to recognize that it's much bigger than one for you, one for me. It's about authentically wanting to help someone else FIRST.
Become a better driver ... starting today!
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