The Best Referrals Share These Five Traits

Most business owners love referrals. I sure do.

Over the years, I've noticed that the best referrals tend to have a few things in common. When they do, good things usually happen for everyone involved.

A quality referral comes with something that's hard to build on your own: Trust

So here are five traits that make for quality referrals:

1. They Have a Real Need

The best referrals involve someone who has a specific challenge, opportunity, or goal that you may be able to help with.

2. They're a Good Fit

The strongest referrals look a lot like your best customers. They fit the type of work you do and the problems you solve well.  When it’s a good fit there is real value for both sides.

3. Trust Has Already Been Established

Somone that refers you is putting their reputation behind the introduction.

When trust exists between the referring person and both individuals, initial conversations tend to be more open and productive.

4. The Timing Is Right

Sometimes people simply aren't ready to make a change, solve a problem, or invest time and resources in a solution.

The best referrals happen when need, opportunity, and timing all come together.

5. The Introduction Has Context

A quality referral includes some context.

Why are these two people meeting? What challenge are they trying to solve? What value might come from the conversation?

One Last Thought

When two business professionals know each other well, trust each other, and understand the value each brings to their customers, referrals become much more natural and much more effective.

Build trust. Understand each other's businesses. Look for opportunities to create value.

The best referrals are built on strong relationships.