Referral Rainmaking: How to Build Your Business through Client and Professional Referrals by Marc Stein

Author:Marc Stein
Language: eng
Format: mobi
Published: 2015-09-30T14:00:00+00:00

If you are giving the referral, my recommendation is for you to always control the conversation and make the introduction. In this way, your client will experience your added value. It reinforces one more time why doing business with you is important.

When you receive a referral, there is an unmistakable act of trust, and how you handle this pivotal moment will set the tone for all future referrals from this professional. Most likely, you will never get a second chance.

There are two very important elements at work here. One is trust and the other is need. But make no mistake, the real question is can you be trusted with another professional’s client? In other words, will you embarrass them in any way?

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