Seven Steps To Abundany Referrals

Referral benefits for you

Referrals are, by far, the best way to find top talent and separate yourself from the weaker recruiters who simply troll the job boards. Your ability to tap your network for referrals gives you impressive credibility when selling your services. This also increases your confidence in the value that you can provide.

Referrals create instant trust with the referred candidate and therefore shrink the process of having to sell yourself. Referred candidates tend to be more open with recruiters and less evasive. Referrals are also highly targeted as they come from direct communication with someone in the field.

Benefits for the person who refers

Do people really benefit from referring candidates to you? The answer is yes, in some small ways they do. First off, they feel good by being able to help connect people whom they respect. It tells them that they are a person “in the know.” Finally, they will likely get better treatment from you if they refer quality people to you.

Benefits to the referred candidate

Talking about your career with a stranger can be an intimidating process. When the candidate realizes that you have been referred to them by a trusted friend or coworker, they feel safer. Their anxiety drops and they open up about what they really want in their next move. Being referred also saves them time in evaluating different recruiters to work with.

Plant referral seeds

The key to getting referrals is to make their acquisition into a daily process in your office. You can plant referral seeds in many subtle ways. For instance, you can add a signature line to your email such as:

P.S. I grow my client list through quality referrals from people like you. Do you know anyone who could benefit from my services?

Another example of an easy method for getting referrals is to send a card to thank your clients just for being a client. Send it out of the blue, for no apparent reason. When people feel appreciated, they are more likely to refer.

Seven-point referral request method

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1. Make it part of your agenda; plan to ask on a specific call.

2. Remind the person how you met: “We’ve been working together for two months. How did you first hear about me?” This reinforces referral value if they themselves were referred to you.

3. Ask a value-seeking question: “What has been the benefit of working with me?”

4. Ask for help and advice: “I’m glad that you’ve gotten value. Can I ask for your help and advice on something?”

5. Ask for the referral: “Who do you know who may appreciate the same type of relationship?”

6. Help them by getting specific: “I believe you know several programmers from Oracle . . .”

7. Move from lead to referral: “Would you mind sending Tom an email before I give him a call?”

Gary Stauble is the principal consultant for The Recruiting Lab, a coaching company that assists firm owners and solo recruiters in generating more profit in less time. Gary offers a FREE special report, “The Search Process Checklist: A 17-Step Recruiting Tool,” on his website. Get your copy now at www.therecruitinglab.com.

Gary Stauble believes you should work hard and play harder. He assists owners and their teams in implementing leading edge strategies that create the biggest impact with the minimum effective dose of effort. You can download his complimentary report entitled “$1 Million Time Management” on his website. In the report, you’ll learn 9 time management secrets of a $1 million producer. Get your complimentary copy now at www.TheRecruitingLab.com.

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