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What is Your Professional Services Referral Style?

  Howard Goldman, Partner, CFO Edge, LLC  
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  Article Summary  
A professional services referral - when someone you know either refers you to a prospect or refers a prospect to you - provides a competitive edge as the services firm is effectively pre-qualified based on the shared contact's recommendation.

As a trusted advisor to your clients, this act of referring is an important role in connecting executives who have defined business challenges and service providers with proven solutions.

Reviewed in this article are two types of referrals - active referring and passive referring - along with several ways to determine how to make the right referral. Also discussed are distinctions between facilitating referrals vs. serving as a referral gatekeeper.

By becoming familiar with and keeping in mind the different styles and elements of professional services referrals, you can best serve your clients by encouraging them to hire the professional service providers who can help them solve problems and move their business forward.

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