Here’s an important question that referral leads group members should ask of one another. When is the timing right to give an outside lead? Put another way, when is the timing right for referring someone outside of your group to another member? Right now, or yesterday are the obvious answers.
Owning a Prospect’s Trust
The fact is, we can’t refer someone as an outside lead without owning that person’s trust, especially if you’re referring them to someone who provides a big ticket product or service. If you’re referring to someone in financial services or say a business coach, you really need the prospect’s trust. You also need a certain level of own credibility, and a reputation for surrounding yourself with exceptional people–people who deliver crazy amounts of value.
Do you deliver crazy amounts of value?
Do you provide the kind of value and expertise that earns the trust of your clients? If not, you have a big fat obstacle on your hands; but let’s assume for the sake of argument, that you have a reputation that screams trust, credibility, and value bombs. In this case, you have the trust of your clients and prospects. You’re good to go, right? Maybe.
Placing trust in your referral partner
Here’s another important question referral leads group members should ask of one another. Do I trust my referral partners?
In order to refer one of your group member referral partners, you need to trust that they can and will deliver value at the highest level. Well do you trust your referral partners? If the answer is anything but yes, the next question is why not? Here’s a possibility. You haven’t taken the time to really know them and their business. Your weekly meetings and recurring/rotating 1-on-1s are instruments for deepening partner relationships and trust. Leverage them.
If you have any concerns with any of your partners, it’s time to have some honest and open discussion. By doing so, you’ll help your member partner and you’ll help your group. Or you could just never refer them and hope that they eventually go away, but I would encourage discourse. Open and honest discussion provides the best chance for you and your partner(s) to overcome situations where trust and confidence are lacking.
The Opportune Time to Give an Outside Lead
The opportune time to give an outside lead will present itself if you’re listening to your prospects–really listening. You can improve your chances of finding these opportune moments by asking better questions. Better questions are those that give you insight into a prospect’s business. If you’re really good at asking questions, you’ll also get insights into your prospects personal life, what keeps them up at night, and why the do what they do. You might even get them asking you questions about your business, your personal life, and your why. The aforementioned trust is all about relationships. You already have some of those relationships. You also have opportunities to improve existing relationship, and to develop new ones. The simple truth where creating and nurturing relationships is concerned, is that you need to be seen and heard in order do create and nurture them. You need to regularly meet with people, with new people. You need to meet with friends, old friends, new friends and friends you’ve not yet made. Go to networking events. Host networking events. Join groups. Volunteer. Schmooze a little, and remember to listen.