Recently I posted a public submission form for people to ask questions related to word of mouth marketing and word of mouth referrals. That form has produced a number of questions around this topic.  Today I wanted to address another one of those questions.

If you want to ask an anonymous question, you can ask your word of mouth marketing question here!

Question:

What do you do when you keep getting referrals that aren’t a good fit for your business?

I’ll address this question with a more broad answer than I generally would if someone I was with was asking me this question. Here’s why.  When I get asked a question like this there is more information that I would like, and ideally need, in order to advise someone on a recommended path forward.

That said…this is what I would do.

I would determine the source of the referrals that are not a great fit. Then I would embark on a communication mission to ensure that the referral sources know what is a good fit as well as why the most recent referral is NOT a good fit.

It’s our job as business owners and receivers of referrals to train our “external sales department” also known as your referral sources, on how to get referrals for us.  That includes asking the proper questions, determining on the surface if it’s a good fit, and how to properly make the referral introduction. If things aren’t going smoothly, then let’s fire up our communication tools, ideally a face to face meeting, and help them understand how they can better help us.

Simply put, you solve this problem by training those that send referrals.

Ps…don’t forget that referrals sent your way that are not a good fit are an opportunity to refer some that IS a good fit!

If you want to catch up with me on Linkedin and then zoom, send me a personalized connection request here: www.Linkedin.com/in/mattwardspeaks  

If you want to ask an anonymous question, you can ask your word of mouth marketing question here! I’d be honored to receive it and share my insight and ideas!

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