Referrals it’s a good I.D.E.A to A.S.K

May 2, 2008 at 7:29 pm · Filed under human resources, recruiting, referral, Social Networking, trends and tagged: Referrals

One of the greatest compliments you can receive as a recruiter is a referral. The referral means that you are a person of trust, you did a great job, your reputation is impeccable, and that was so wonderful can you do it again? The referral when working the right way can generate a majority of your business. It is an art form. In recruiting not everyone can generate referrals, but once you have tapped into this valuable resource it will pay you dividends well beyond your bank account.

The idea of generating referrals is really about relationships, and how you grow that relationship with integrity, trust, and care. The best way to build a strong referral base is with time, and attention to detail. In the old days recruiters had less to contend with, and generating referrals was a lot easier, but the recruiter today can face a multitude of challenges that makes establishing a good referral base a lot harder. These challenges are more competition, larger networks, and indifference. So how can you generate referrals consistently today?

If you want to get more referrals than you need to know that it is not about how many people you know but how well you know your people. Do you really know them? If you do not than you need to spend time getting to know them. They have value because you have a relationship with them in some way. They have information, their own network, and the ability to get someone who would otherwise not talk to you, to sit down and listen. To build on these relationships is a great way to generate referrals. It can be a phone call, lunch, coffee, or regular visits, but remember it takes time. One thing that I have noticed over the years is that most recruiters do not ask for referrals. I used to ask for three referrals from anyone who sat in my office. They are there for their own benefit so the last thing they are going to do is say “would you like a referral” you need to ask.

You see referrals are about maintaining your relationships consistently, doing a good job, and communication. It may seem simple to you, but how many recruiters do you know that are consistent with their network? We are dealing with larger networks these days so it is easy to get lost, or forget who you talked to. That is why difference is so important. I see a lot of indifference, and anyone who is different will stand out. That’s how you can beat the competition with referrals. My recommendation to recruiters who would like to build more referrals is to start with these seven techniques which I call the I.D.E.A to A.S.K. If you follow these tips consistently then you will start to generate a regular referral base. The great thing about it is that a large portion of these referrals will be passive candidates, and you may see a bit more passive/passive candidates than passive/active ones.

Identify: The first thing to do in order to organize your referral system is to identify everyone that you have worked with in the past either by placement or professional association. I like to make a list based on importance. Who can be referrers, and help me in the immediate future? Who are great networkers? The idea is to build a strong list not a large one. Once you have a strong list your web will grow wider with time.

Develop: As I mentioned earlier in this article referrals are about consistency in your relationships. You have to develop these relationships over time. It could take months even years to develop them but once you have developed a good relationship you can ask for referrals on a regular basis.

Entertain: I never ask for referrals without giving something first. I like to entertain my referrers with lunch, coffee, regular visits, and occasional networking events. If you entertain your referrers they feel obligated by human nature to return the favor. This will get them to pay attention to your needs and take an active role in helping you out.

Ask: Did I say ask? Ask, ask, and ask. The best way to get a referral is to ask, and you would be surprised how many times I have watched other recruiters forget to ask for referrals. Your opportunity deserves every chance it can get so make sure you ask. I would also put together a referral sheet that your candidates or professional network contacts can fill out.

Once you have your I.D.E.A in place than I would like you to A.S.K so that you can maintain these relationships and build on them. The biggest tragedy in recruiting is to ask for a referral and once you get what you want you forget the referrer all together. It is the quickest way to lose trust and credibility. The work you put into identifying and developing your referral base can be a big waste of time unless you follow these next three steps which I call A.S.K.

Appreciate: When you get a referral your appreciation for receiving that referral should not be based on whether or not the referral worked out. It should be based on the appreciation for your referrer taking action in order to solve your problem. If you can show appreciation they will continue to help you out.

Sustain: You also need to sustain these relationship by making regular visits, phone calls, cards, and meetings. If you do not then you will just be indifference, just like everyone else. The truth is that most recruiters do not sustain the relationship over time, and that can ruin what you have worked so hard to build. The best way to sustain your referral base is to schedule it like any other meeting on your calendar.

Keep: is two parts, 1.You need to keep asking for referrals always 2. If you follow the I.D.E.A to A.S.K you will keep these relationships strong and they will keep paying you over time.

The internet has some amazing sites that will connect you with just about anyone you are looking to connect with, and using these sites today can really make the difference in obtaining referrals, but you must never forget the most basic of people skills that will develop those relationships into a solid base of referrals. You cannot expect things to happen overnight but when you use a good I.D.E.A, and A.S.K you can beat the competition of larger networks and indifference.

Comments