Beth Boen has more than 30 years of experience in sales, marketing and customer service. She is an award-winning marketer. She is also a professional trainer and customer experience consultant. Beth loves helping people build long-term, loyal relationships that produce quality connections in their business that lead to lifetime customers and endless referrals. Beth helps people do this through her thoughtful blogs and training curriculum. Members of SHE Leads Group have access to more in-depth business development training through presentations at meetings from Beth, her curriculum, and guest trainers. In addition to being the Founder of SHE Leads Group, Beth has had a training and consulting business, The Voice Customer Experience, that she started in 2005.
To Whom Should You Give Leads?
Recently, I saw a post from someone who I viewed as a person whom if I ever needed a connection to anyone, they would be one who would have it. We all want to be known for the person who if you need a [fill in the blank], so-in-so will know one. Sadly, after this person's post on social media, I am not willing to go to them any longer. Their post said that they will only pass leads to those who are members in their leads group. I actually frowned upon this and thought how short-sided this was. Now, if I want to be connected to say a business consultant, this person will only refer me to the business consultant in their leads groups - not necessarily the best business consultant for my needs.
Consider these reasons why you should not guarantee your referrals to just those in your leads group:
1. Just because someone is in a leads group, does not mean they have been properly vetted. Most leads groups let any warm body in without checking references, online reputation, and BBB history. They may ask for references, but do they actually call and verify? And, who is going to supply a bad reference?
2. Just because someone is in a leads group, does not ensure they have a top-quality product or service. I have been in leads groups in which sub-standard service providers were members and I would not refer to them, because I knew their product/service was not representative of top-quality.
3. Just because someone is in a leads group, does not mean they are the best fit for the prospective client seeking that product or service. Perhaps a prospective client needs someone with a particular expertise. Consider this example: A medical practice needs marketing assistance and prefers someone who has worked with clients in the healthcare field. A marketing agency is in a leads group, but has never worked for the healthcare field. That would not be a good referral for the healthcare practice. Also, consider the personality types. You want to have a good connection with the individuals with whom you work.
4. If you only give to one power partner or referral partner, you will only get back from one. I have three marketing consultants as power partners. Each is a little different from pricing, to expertise, to industry experience. I provide all three of these marketing consultants with leads and two of them are not in SHE Leads Group. I know these three to be very top-quality service providers. I also know how each of them is different/better from the other, so I can provide my clients and connections with the best fit for their needs. If I only pass leads to the one in SHE Leads Group, then I would not have relationships with the other two who also pass me leads. What happens when I have someone come to me asking for a marketing consultant who specializes in the healthcare field and I only have the one and that person has no experience in healthcare?
Be the go-to person who has the best interests of those needing referral. Be the person who is now known for. "If I need a top-quality referral to a [fill in the blank], so-in-so will connect me to the best person for my needs."
Your reputation is on the line when you hand out a referral. Do your best to vet those businesses in your leads group. You should not be referring out of an inferred obligation to refer only to those in your leads group. If possible, it is always a good practice to hand out two referrals so the individual you are giving the referral to can decide which one is best for their needs.
At SHE Leads Group, we do have a more thorough vetting process than most leads groups, but even with that in place, someone could become a member who later becomes un-referrable due to quality or service issues. In those cases, we have a process to handle those situations.
At SHE Leads Group, we do things very differently. Experience the SHE difference and visit a chapter near you where your business category is not already taken. We welcome visitors in a very different way, too. Contact us today for more information or to start a chapter of your own.