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Friends Don’t Let Friends Write Junk- updated 7/20/2011 by Brooke Grubb
Do you belong to a referral group? If so, you know the rule: Give fellow members only warm referrals. A referral is someone you know who could do business with someone from your group. “Warm” doesn’t mean “having a pulse,” although that’s a plus. Rather, it means the referral is already looking forward to the member’s call. Otherwise, the so-called referral is just a cold lead.
Cold leads are rarely worth the referral slips they’re written on. They’re junk. They’re dead-end time-wasters that deplete us of joy. Even worse, they put us at major risk for financial ruin, nervous breakdown, and/or imminent death.
Surely, you never write up cold leads. But I bet you know people who do. In fact, cold leads are cropping up at alarming rates. According a survey I conducted among friends after spiking their drinks, a cold lead is handed out every 1.8 seconds. And that’s just in Smyrna.
Why? Members who don’t write up enough referral slips can be booted from the group. So a few selfish folks will scribble anything – the name of their next-door neighbor’s parrot – and claim it’s a warm referral. Then the poor member who receives the slip feels obligated to call the parrot. Not doing so would be unprofessional. In this case, at least the parrot is agreeable, repeating everything the guy says.
Here’s a true story so appalling that names and industries have been changed to protect the guilty. At a recent referral group meeting, Bob said: “Jack, you sell water coolers, so here’s a referral for M&T Bank. Bankers must get thirsty. I don’t know who the contact is. Maybe call corporate in Buffalo. After you take time to figure it out, let me know how it goes!”
If I had my way, Bob would be punished with duct tape and bubble wrap. I offered this excellent suggestion to the group’s president. Now I must stay 500 feet away.
Networkers of Delaware, unite! Let us eradicate these atrocities. Next time a friend refers a parrot or anonymous banker, stand before your group and exclaim: “Bob, thou shall NOT lead Jack toward a path of gloom, doom, and imminent death!” Or, take him aside and remind him what a warm referral is. Tell him that we join forces to enhance our success, and every member should demonstrate the utmost integrity.
If he protests, get out the duct tape and bubble wrap, and ship him to Smyrna.
Author’s note: I don’t have an opinion one way or the other about Smyrna. The name is just funny.
Bring a prospective member as your guest on 04/19- updated 4/5/2011 Some Categories to consider:
Auto
Advertising Industry Rep. (Paper, Radio, Etc)
Medical Profession
Catering
Cell Phone Company
Electrician
Event Planner
Hotel
Interior Designer
Office Furniture/Supplies
Copier Systems and Equipment
Painter
Pest Control
Plumber/HVAC
Printer
Restaurant
Lawyers
Categories are not limited to the above list. If a business doesn't compete with anyone in the group, and you think they are a good fit... Please invite them to attend a meeting.
Email Chris if you are expecting a guest to attend
Guests and Referrals- updated 2/28/2011 Don't forget, the key to the success of each and everyone in the group is a diversified set of business categories and qualified referrals. Each one of the members are business partners and should continually help each other get you foot in the door of a prospect. That means setting up the call and doing whatever you can to make those warm introductions. And, if we are at a full contingent of 30, that offers more opportunity for everyone.
