Be specific when asking for a referral for better results

Marketing professionals know well the importance of identifying a target market.  It seems that the gravity of this decision ends there.  Rarely have I met an entrepreneur that can define their target market in detail.  This has even been a struggle for us at GoGrabLunch.

One of the mistakes professionals make is targeting “anyone”.  If they would take the time to think it through most entrepreneurs that target anyone would realize that they indeed do not want all comers as clients.  Not every client pays on time.  Not every client is profitable enough to put up with bad attitudes.

The “anyone” criteria is often used when seeking referrals.  The problem here is that is exactly what you will get, a referral to anyone and everyone that the referrer wants to throw your way.  So you end up with quantity, not quality referrals.

A better way to go about this is to educate referral sources on the type of prospects that fit your defined target market.  If they are willing to refer business to you then they are willing to take some coaching on the type of clients you like to work with. You might be interested in working with surgeons.  But take it a few steps more.  Maybe you want to work with neural-surgeons that have been in business for 15 years, has their own practice, and operate out of the hospital on the north side of town.  Now that is specific.

GoGrabLunch with someone new this week and be specific about how they can help you.


About Jonathan Patrick connects like-minded business professionals over face to face, one on one appointments based on each member's preferences.

Posted on December 14, 2010, in Networking and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. 1 Comment.

  1. What subject have you been using in your blog? I have been searching for this precise concept for mine.

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