What I have to say today is really quite simple.
I can probably convey it in one sentence (and probably should), but it's so important, I'd like to take a few moments to hammer the message home.
About two years ago, I referred a good friend of mine to a roofing contractor who I had met at a party.
My friend wasted no time and called the contractor for an estimate. When the contractor arrived and surveyed the house, he told my friend that he would have a written estimate for him by 9 a.m. the very next day.
Well, the next day arrived... and nothing.
The day after that arrived... and nothing.
Finally, after four days, my friend called the contractor and asked him where the estimate was, to which the contractor responded...
"I'm Still Working on It... Sorry...
I've Been Extremely Busy"
What do you think happened next? My friend politely told him to take a long walk off a short pier. He figured that if he couldn't rely on the contractor from the outset, why would it be any different once he started work?
And I was left with a heaping serving of egg on my face because I was the one who made the referral.
Unfortunately, I've seen business people fail to follow through and keep their word more times than I can count. It's more harmful than you can imagine.
The Simple Truth Few
Small Business Owners Realize Is...
Building a referral-based business starts with this fact: YOU MUST BE "REFERRABLE."
And a major part of being referrable is you must do what you tell people you'll do. That's it. It sounds so simple, but in reality, so many people just can't get themselves to follow through like they should.
In order to receive referrals, people must be able to depend on you... trust you... and count on your word. Whether it's promising to call back, send an email, follow up, ship an item -- whatever.
Do what you say you'll do!
And if unforeseen circumstances won't allow you to fulfill your commitment, contact the person IMMEDIATELY and let them know what happened and how you will rectify the situation.
Is it really that hard?
Just Call Me Chuckles
You know, I get a chuckle out of people who spend a lifetime chasing marketing "tricks," "hidden secrets" and "killer strategies" but leave a trail of destruction and broken promises behind. They couldn't follow through on their word if their business depended on it (which it does).
In my experience, most big earners in business (and I've coached all types of business owners at varying degrees of wealth), are practically obsessed with follow through. It's almost part of their DNA. Either that or they've figured out just how vital it is for success.
In a lot of ways, it's just common courtesy. But the implications are much greater.
Your word must be your bond, even if it means that you have to pay a price. I can thank my father for teaching me that lesson. Thank you, Dad!
