1 min readStimulate Referrals
by Guy Gage | March 20, 2011 | Business
His point was that there are many professionals in your area who know what you know and do what you do. What separates you from the others is HOW you do what you do. That’s what makes you worthy of a referral. Your primary differentiator is your professionalism. That’s not to say that your colleagues and competitors aren’t professional. It does mean that the way you express your professionalism is unique to you. When you are at your best, there is literally no one like you.
If you want others to refer you, you must give them a reason. This is a major stumbling block for professionals. When I teach professionals how to generate new business, I ask them why someone would want to refer them. EVERY time, the first thing they say is their level of expertise and experience. If you go down that road, you will never be referred because there is always someone who knows more than you or has more experience than you.
You see, people assume you are competent because you have a license and experience in your specialized field and particular niche. Having more of it gains you little in terms of gaining a new client. That’s not to say your expertise and experience aren’t important. It is to say that it’s not MOST important. I can’t tell you how many times highly competent professionals have been frustrated because someone less qualified got the business instead of them.
You will be referred and you will impress your prospects because of how you demonstrate your professionalism. For the past year and a half I have written extensively in this blog on how to establish, maintain and deepen your professionalism. After all—in the end, it’s all you have.
Be your best. Demonstrate your professionalism. Watch the referrals increase.
Read Related Blogs:
The Most Important List You’ll Make
Everyone has a to-do list. We look at it first thing in the morning and immediately begin organizing our day around it. We prioritize tasks, rearrange responsibilities, and measure progress by what gets checked off. But what about your to-be list? Getting things done...
National Accounting Day: Your Story Matters More Than You Realize
National Accounting Day isn’t just an annual celebration of a profession. It’s a celebration of you - the CPA with a story that’s uniquely yours. Somewhere along the way, something sparked your interest in accounting. Maybe it was a love of numbers, a desire for...
Avoid Making Clients Feel Let Down
Client relationships vary depending on the level of trust involved - and trusted relationships have never been more important. With new technologies, changing regulations, and a shifting economy, clients increasingly look to their trusted advisors for insight and...
