A lot of times, when we get referrals—and I used to do this myself. I’ve been guilty of this myself. We get the referral, we’re so excited that we got a referral, we’re talking to the person on the phone who’s giving us the referral, and then we’re like, “Oh, great! Let me get that number,” and whoa, bam! We never actually step back and say, “Well, boy, you know what? How did my name come up?”
Now, let me tell you why this is so important. There are actually two reasons.
Number one, you need a feel for what people are talking about as it relates to you and how your referral partners are associated with you in their mind.
And number two—and I think this actually is the most important—what happens when you ask that is you get a feel for what the other person (the person who you are actually being referred to) what their challenge is.
So, for example, I got a referral actually today. It’s a friend of mine down in Houston. She referred me and said, “Oh, listen, you need to talk to this person here because of…” whatever, whatever, I was talking to her. And I said, “Oh, great! Thanks so much. If you don’t mind me asking, how did my name come up?” And then, she told me, “Well, it’s a this, it’s a that…” Apparently, it’s like a family on business, this, that and the other. And I said, “No problem.”
So now, I kind of have that in the back of my mind. “Okay, here’s where this person is coming from. Here is the context by which my name came up. And here are, potentially, some things that she might have some challenges and obviously things that we will talk about.”
“How did my name come up?” absolutely is one of the best things that you can do to move yourself forward and to give you a better chance of closing the deal.
So, hopefully, that makes sense. And hopefully, that’s something that you can see yourself doing. But in the meantime, my name is Brian Hilliard saying, “So long, take care. And thank you for your time.”