Stop Being Efficient and be Effective

August 2nd, 2010

Do you sacrifice quality referrals because you are trying to be efficient? Is that really the most productive manner of doing business?

We live in a world of convenience – drive thru windows, online shopping, automatic this and that… It is easy to get in that mode with our businesses as well. However, when it comes to referrals don’t take shortcuts. I recently had a lesson learned in my business that could have easily been prevented. I made an assumption regarding a referral I believed was warmed up for me. Since I call the referrals I give first before referring to others I automatically figured this referral partner of mine would too. Much to my dismay when I called the referral he was offended that the individual that referred him thought he needed sales training and needless to say the call went nowhere. This made me appear stupid as well as probably caused my referral partner to lose some credibility as well. All could have been prevented by a couple of phone calls.

My challenge to you is to take a look at your business, whether it be with how you deal with referrals, what your sales process looks like, how you network, etc. and ask yourself am I being efficient OR am I being effective?

Karen Casey

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