 Top Ten Dos and Don'ts for Referrals
By Philip E. Humbert
Every professional practice depends on a steady flow of appropriate referrals.
Building an effective network of colleagues who regularly refer clients can be
difficult, but nothing is more critical to a profitable, efficient and satisfying
private practice.
1.Do: Be visible and well-liked. Know lots of people and be sure they know who
you are and what you do. Get out of the office and mingle.
2.Don't: inappropriately use acquaintances or member ship lists to build your
business.
3.Do: Join and contribute to worthwhile groups and causes. Be known as a generous,
friendly person with lots to give. Participate in your community.
4.Don't: Grab the spotlight or chair every committee. Don't turn down positions,
but don't be pushy. Let people discover you!
5.Do: Show up. Whatever your current circle of friends and relationships, this
week go someplace else. Keep adding new circles of influence and expand the range
of your interests and involvements.
6. Don't: Expect colleagues to always be referral sources. They have their own
businesses to build and are unlikely to share clients with you. Be realistic about
this. Most businesses protect their clients.
7. Do: Reach beyond your profession. Anyone who connects with lots of people
and who does not compete with you is a potential referral partner.
8. Don't: Rush into business relationships. Have lunch, get acquainted, but never
push a brochure on anyone.
9. Do: Make sure your business connections run both ways.
10.Don't: Panic or try to rush. Select and cultivate your referral sources wisely
and patiently. Build slowly and well. It pays huge dividends!
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