One of the big benefits of business networking is the power of the referral. When we receive word from a trusted contact of an individual who can provide a service for us, it holds more weight than responding to an advertisement or calling out of the phone book. Because of this, you want to be sure about those who are referred to you and especially, those whom you refer to others.
If you receive a referral from a friend or colleague and they turn out to be a complete disaster, you will no doubt look at the referrer in a different light. For this reason, it is vitally important to refer those who are worthy.
Sometimes, when referring a new contact, you can't be 100% certain, so here is a brief list of questions to ask them to bring you closer to surety;
1. On a scale of 1-10, how much do you enjoy what you do?
With 10 being the highest, if they don't answer between 8 and above, I would start to doubt their dedication to their field. When a person enjoys what they do, they tend to go beyond normal customer service. If this happens, all parties involved reap the benefits.
2. How long have you been in business?
This question can sometimes be intimidating to your new contact. It can make them feel uncomfortable if they are just getting started in their field. Nevertheless, an honest answer will lead you to make a good decision.
If they have years of experience, you will know that they are a stronger candidate than otherwise. If they're just beginning in their field, your judgment of character will help you to refer them or not.
3. Do you have any client testimonials?
Once again, if they are new, they may not have any positive stories or client testimonials but if they have experience, they may. If they don't, it doesn't mean that they are not credible or reputable.
It could just mean that they haven't gone about collecting client testimonials. In this case, it is your judgment of character once again, that will assist you in making your decision.
4. What is your favorite client story?
The way they answer this question may provide clues to how they deal with clients in general. They may tell you how they were able to provide a solution to someone and change their situation. It's also a brief case study.
They may not have a favorite client story whatsoever. If they don't, it could mean that they aren't in harmony with what they do. Typically, if they do, it's a signal that they enjoy their work.
5. What's the #1 reason I should recommend you as opposed to your competition?
This is, of course, a request to hear their Unique Selling Proposition. If they don't have one, it's just as well but they should be able to provide a reasonably good reason why.
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