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The Golden Rule Of Referrals: Learn to Give a Perfect Referral

The Golden Rule Of Referrals: Learn to Give a Perfect Referral
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The subject of getting referrals has been written to death. Unfortunately, when you read and follow one of those articles or networking books on the subject of getting referrals, you are probably starting on the wrong foot. A better approach is to become really good at giving great referrals. It is a bit like the “giver’s gain” concept in networking which basically goes that those who give great service to others are rewarded for doing so. The golden rule of “do unto others as you would have them do unto you” applies to referrals too.

When you give a referral, the people on both sides should feel like they are being treated with respect – like V.I.P.s or the very important persons that they are. You should be able to give a perfect referral so that the people on both sides get back to you expressing their gratitude for your having made the referral.

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To give a perfect referral, there needs to be a perfect process and it needs to involve perfect people. You will need to create your own process according to your style and preferred approaches. Whether you only have enough time to squeeze out a few phone calls and emails between things or can fly to Jamaica for a round of golf or day of windsurfurfing to make proper introductions depends on your circumstances. Whatever your process, it needs to be sound.

There is a sliding scale of referral process quality from bad to good. Where do your referrals fit on the scale?

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  1. Name-dropping referral. This is when you allow someone to use your name “talk to this person, use my name” with the other side not having been set up expecting something. In other words, permission has not been obtained so it becomes little more than an awkward cold call. This is bad.
  2. Email referral or what we call “referral spamming”. This is when you cc people as you would do with subordinates in an office. There is notice but it is a one way thing without there being permission granted from the other side. The appropriateness of the request has not been confirmed by asking the anticipated recipient before the email notice goes out. This is so so.
  3. Perfect referral. When you talk to both people, get permissions and also confirm the fit before going forward. Followed by a confirmation (maybe by email) and a follow up on how the meeting went and possibly attending the meeting itself. This is what a perfect referral looks like. Your process needs to cover these elements.

Making referrals should not be a high volume operation. One good one done well is better than making 10 crappy ones that can embarrass a bunch of people.

To ensure a perfect referral is given, you need to give it to the right people. These people should have the following attributes:

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  1. They should be the best at whatever it is that they do. “An empty bag will not stand upright.” – Benjamin Franklin.
  2. These should be people that keep their word. There is not much point in referring people who are unable to keep their word. That type of referral is unlikely to produce anything constructive.
  3. They should be easy to deal with. People who are cheerful and pleasant to deal with are the best to have involved in the referral process.
  4. They should say “thank you” and prove it. It depends on the nature of the referral. Something slightly above the ordinary or expected can have long-lasting, positive effects. Sending a hand-written follow up card, flowers or a token gift to someone who would not be expecting it can make a strong positive impression. People who obtain referrals should not take their referrers for granted and should acknowledge them both privately and publicly for the referral.

Everyone involved in the referral should be treated with respect. Since first impressions count and referrals by definition are for making introductions, everyone involved with the process should be mindful of the consequences of a bad first impression that can be caused by a glitched referral.

For you as the referrer, the goal is to have both sides thank you after the referral has taken place. This will make it easy to obtain referrals later from these people when you need them.

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The perfect people using the perfect process creates the perfect referral. Can you say that three times fast?

Peter Paul Roosen and Tatsuya Nakagawa are co-founders of Atomica Creative Group , a specialized strategic product marketing firm. Through leading edge insight and research, sound strategic planning and effective project management, Atomica helps companies achieve greater success in bringing new products to market and in improving their existing businesses. They have co-authored Overcoming Inventoritis: Happy About® Not flushing Away Your Innovation Dollars now available.

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Last Updated on November 5, 2020

How to Get out of a Rut: 12 Useful Ways to Get Unstuck

How to Get out of a Rut: 12 Useful Ways to Get Unstuck

Have you gotten into a rut before? Or are you in a rut right now?

You know you’re in a rut when you run out of ideas and inspiration. A rut can manifest as a productivity vacuum and be a reason why you aren’t getting results. Even as you spend more time on your work, you can’t seem to get anything constructive done. Is it possible to learn how to get out of a rut?

Over time, I have tried and found several methods that are helpful to pull me out of a rut. If you experience ruts too, whether as a working professional, a writer, a blogger, or a student, you will find these useful. Here are 12 of my personal tips to get out of ruts:

1. Work on Small Tasks

When you are in a rut, tackle it by starting small. Clear away your smaller tasks that have been piling up. Reply to your emails, organize your documents, declutter your work space, and reply to private messages.

Whenever I finish doing that, I generate positive momentum, which I bring forward to my work.

If you have a large long-term goal you can’t wait to get started on, break it down into smaller objectives first. This will help each piece feel manageable and help you feel like you’re moving closer to your goal.

You can learn more about goals vs objectives here.

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2. Take a Break From Your Work Desk

When you want to learn how to get out of a rut, get yourself away from your desk and go take a walk. Go to the bathroom, walk around the office, or go out and get a snack. According to research, your productivity is best when you work for 50 minutes to an hour and then take a 15-20 minute break[1].

Your mind may be too bogged down and will need some airing. By walking away from your computer, you may create extra space for new ideas that were hiding behind high stress levels.

3. Upgrade Yourself

Take the down time to upgrade your knowledge and skills. Go to a seminar, read up on a subject of interest, or start learning a new language. Or any of the 42 ways here to improve yourself.

The modern computer uses different typefaces because Steve Jobs dropped in on a calligraphy class back in college[2]. How’s that for inspiration?

4. Talk to a Friend

Talk to someone and get your mind off work for a while. Relying on a support system is a great way to work on self-care when you’re learning how to get out of a rut.

Talk about anything, from casual chatting to a deep conversation about something you really care about. You will be surprised at how the short encounter can be rejuvenating in its own way.

5. Forget About Trying to Be Perfect

If you are in a rut, the last thing you want to do is step on your own toes with perfectionist tendencies. Perfectionism can lead you to fear failure, which can ultimate hinder you even more if you’re trying to find motivation to work on something new.

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If you allow your perfectionism to fade, soon, a little trickle of inspiration will come, and then it’ll build up with more trickles. Before you know it, you have a whole stream of ideas.

Learn more about How Not to Let Perfectionism Secretly Screw You Up.

6. Paint a Vision to Work Towards

If you are continuously getting in a rut with your work, maybe there’s no vision inspiring you to move forward.

Think about why you are doing this, and what you are doing it for. What is the ultimate goal or vision you have for your life?

Make it as vivid as possible. Make sure it’s a vision that inspires you and use that to trigger you to action. You can use the power of visualization or even create a vision board if you like to have something to physically remind you of your goals.

7. Read a Book (or Blog)

The things we read are like food for our brain. If you are out of ideas, it’s time to feed your brain with great material.

Here’s a list of 40 books you can start off with. You can also stock your browser with only the feeds of high quality blogs and follow writers who inspire and motivate you. Find something that interests you and start reading.

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8. Have a Quick Nap

If you are at home, take a quick nap for about 20-30 minutes. This clears up your mind and gives you a quick boost. Nothing quite like starting off on a fresh start after catching up on sleep[3].

Try a nap if you want to get out of a rut

    One Harvard study found that “whether they took long naps or short naps, participants showed significant improvement on three of the four tests in the study’s cognitive-assessment battery”[4].

    9. Remember Why You Are Doing This

    Sometimes we lose sight of why we do what we do, and after a while we become jaded. A quick refresher on why you even started on this project will help.

    What were you thinking when you thought of doing this? Retrace your thoughts back to that moment. Recall your inspiration, and perhaps even journal about it to make it feel more tangible.

    10. Find Some Competition

    When we are learning how to get out of a rut, there’s nothing quite like healthy competition to spur us forward. If you are out of ideas, then check up on what people are doing in your space.

    Colleagues at work, competitors in the industry, competitors’ products and websites, and networking conventions can all inspire you to get a move on. However, don’t let this throw you back into your perfectionist tendencies or low self-esteem.

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    11. Go Exercise

    Since you are not making headway at work, you might as well spend the time getting into shape and increasing dopamine levels. Sometimes we work so much that we neglect our health and fitness. Go jog, swim, cycle, or whatever type of exercise helps you start to feel better.

    As you improve your physical health, your mental health will improve, too. The different facets of ourselves are all interlinked.

    If you need ideas for a quick workout, check out the video below:

    12. Take a Few Vacation Days

    If you are stuck in a rut, it’s usually a sign that you have been working too long and too hard. It’s time to get a break.

    Beyond the quick tips above, arrange one or two days to take off from work. Don’t check your (work) emails or do anything work-related. Relax, do your favorite activities, and spend time with family members. You will return to your work recharged and ready to start.

    Contrary to popular belief, the world will not end from taking a break from your work. In fact, you will be much more ready to make an impact after proper rest.

    More Tips to Help You Get out of a Rut

    Featured photo credit: Ashkan Forouzani via unsplash.com

    Reference

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