Have you ever thought about what makes one person more referable than another?
Are there things you can do that will make you a more referable person?
Dan Sullivan of Strategic Coach thinks so. He teaches what he calls the 4 referability habits.
Referrals play a crucial part in growing your business.
Most small businesses can trace 20% – 100% of their revenue back to referrals.
The ironic thing is, almost none of those companies have a formal, systematized process for generating those referrals. That’s according to management guru Jay Abraham.
There are many strategies and tactics that you can put into place to generate more business from referrals. But before you do, it helps to have some core elements in place.
One of those core elements is to make ourselves, as individuals, more referrable. That’s where Dan Sullivan’s 4 Referrability Habits come in.
The 4 Referability Habits
I first learned of the referability habits when I listened to an interview with Dan Sullivan of Strategic Coach.
In the interview, Dan talked about his concept of referability — being someone whom your best customers want to introduce to other people like them. He further outlined these 4 Referability Habits:
- Show up on time.
- Do what you say.
- Finish what you start.
- Say please and thank you.
Sounds simple, right? Simple, but not easy.
To install these to be “habits,” we have to deliver on these promises day in and day out.
Here’s one approach that works for me.
In the morning, I like to review my schedule to identify opportunities for exercising each habit.
At the end of the day, I review to see which opportunities I took advantage of and which ones I missed.
This approach works for me because it emphasizes continuous improvement and habit building rather than just ticking items off of my checklist.
We hear a lot of talk about the importance of building relationships in our marketing.
I believe one great place to start is to develop Sullivan’s 4 referability habits. Make them your own and your relationships – both personal and professional – will improve.
