I have come across some members in Referral Generation groups, who give their Sales Manager Minute Presentation (the bit when each member of the groups educates and informs everyone about the type of referrals they are looking for.) but just say stupid things like:

‘I am a printer and can print everything except money’

‘I am a travel agent, and can even send you to the worm-hole’

‘I am a beauty consultant and anyone with a face is my client’

‘I am a catering specialist, and anyone who eats is my customer!’

These type of lines normally gets you giggles from your colleagues in your group. Unfortunately, however, no referrals.

Yes, you will be the clown for a few seconds with everyone cracking into laughter, but no one is giving you, and no one will give you, the clown, any referrals. I certainly won’t. I only do business with competent and serious businesspeople. Not clowns.

What we want to know is, how you solved an issue or a problem for your customer.

Let’s view some examples:

The printer can say, ‘I provide service within a 48-hour turnaround time, which means if your friend needs a brochure for an exhibition, or an opening ceremony quick, I am the printer who can deliver within this time frame. So, please refer to me someone who is a last-minute person, and I will serve their needs well.’

The travel agent can say, ‘Last month, I saved my client up to RM25,000 for his company’s group travel for staff incentives as compared to his previous year’s similiar trip. I am the specialist in group travels and will save any company that engages me, lots of money which they can use for other staff benefits. So, please refer me to your contact who is in charged of organizing company trips.’

The beauty consultant should get specific such as: ‘Recently, some fresh graduates came to me to ensure that they look presentable when going for job interviews. I ensure that I deal with their acne problems effectively, both short and long term. So, refer me to more friends of yours who have children just graduated so that I can help boost their confidence in job interviews’

The caterer can explain as follows: ‘In my catering experience, I know that people want foods that are fresh, steaming hot, and alluring in presentation. I have been catering for an Insurance company for all their in-house training seminars for their agents, and all of them love my catering and selections. Many also order from me later on. So, please refer to me companies that conduct in-house trainings, so that I can cater for their lunches and tea-breaks. We leave no mess, only a satisfied taste-bud!’

See how the presentations are structured for effective results? Likely, you will be tempted to give referrals to your colleagues who explain in certain reasonable detail, how they solved another person’s issue.

I don’t know about you, but I rather have referrals, not giggles.