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How to check in after you make a referral to provide more value to everyone
4 minutes
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Building the right tech stack is key
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How to choose the right tech stack for your company?
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What to consider when choosing the right tech stack?
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What are the most relevant factors to consider?
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What tech stack do we use at Simpletech?
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Let’s say you refer a client to a service provider. Regardless of if you’re monetizing referrals, you should check in with both the client and the service provider for status updates and feedback.
There are a few critical reasons:
- Gather feedback on service providers. You can get feedback from the client on the service providers you introduced them to. Regardless of if it’s positive or negative feedback on the service provider, this is really helpful intel that can inform if/how you refer them in the future.
- Gather richer context from service providers their ideal clients/projects. Similarly, you can get feedback from your service providers on if the client was a good fit or not. This can help you understand the client’s need and get richer context on what’s a good/bad fit for the service provider (again informing if/how you refer them in the future).
- Ensure your client finds the right service provider. By getting status updates, you can actually assist in the process of your client selecting the right service provider (or conversely, help one of your partners closing the deal). People generally underestimate how much they can move the needle on getting a deal closed. On the other hand, if the referrals made struck out, you can still work with the client to recalibrate and find other partners.
- Demonstrate your investment in their success. This is softer, but by checking in with the client and your service provider, you demonstrate your investment in their success. This is an easy extra mile to go, but most people forget to do it. It can go a long way to cultivating a deeper relationship.
- You’ll have a mechanism for getting paid any referral fees you’re owed. If you’re monetizing referral fees, getting status updates can catalyze the process of figuring out who won the opportunity and initiate any referral compensation. Most people are well-intentioned around paying referral fees, but it’s easy to be forgetful.
- It can lead to other ways to help the client. This is a great way to stay top of mind with the client and reinforce that you can help with any other needs they have. You’ve hopefully demonstrated some great value with the introductions alone, so it could be a good time to build on the trust you’ve already built.
When collecting feedback, structured data or rating systems are overrated and impersonal. Richer context/feedback from both sides is more valuable.
Emails to the client should be simple and focused on helping them.
Emails to your service providers you refer can be a little more direct.
These touchpoints are not only valuable for you to get intel on how the referrals are going, they can help you cultivate more business for yourself and your network.
Mike Wilner
Mike is the CEO of Switchboard. He's spent the past decade helping freelancers and agencies grow their practices and doing referral partnerships within both service businesses and large tech companies.
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