6 Habits That Can Make You Referable

What does it mean to be referable? Habits such as timeliness, reliability, commitment and respect are all essential principles to portray. Essentially, Jeffrey Gitomer suggests that alongside these habits risk also plays an important factor that determines a person’s choice to refer you. Thus, risk plays a key role as when someone offers you a referral, expectations, faith and trust can be jeopardized.

In this insightful article, Becoming Referable is a Matter of Earning, Not Asking, Jeffrey Gitomer analyses 6 key points that encompasses attitudes, performance and expertise that breed proactive referrals. Because without evaluating how these elements are portrayed, referrals can be awkward to ask for and can create discomfort for the customer. Furthermore, clues can be used to help you identify if you qualify as a proactive referral who delivers customer satisfaction and builds trust---because at the end of the day, referrals are earned and not asked for.

Here is an excerpt of the article:

And there are telltale signs — clues that you “qualify” for a referral:

REFERRAL CLUE: Your phone calls are returned. This means there was a purpose, a value, or a friendship reason. Returned calls connote respect for who you are.

REFERRAL CLUE: You get reorders. This means they WANT to do business with you, and they LIKE to do business with you.

REFERRAL CLUE: There are no problems with service issues. Your interactions are smooth and your execution is flawless.

REFERRAL CLUE: They accept your lunch invitation. And the conversation is more personal than business.

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Are YOU referable?