Chances are we've either been burned by, or know someone who has had a bad experience with, a contractor or home service pro in the past. Sometimes putting in the effort to avoid the pain is worth it, rather than getting a quicker answer.

So, when we hear those questions or see those ISO posts... and you've "got a guy/gal" who can help...

Do both the person and your friend a favor:

Rather than just name drop, tag, or give the contact info...

Take a moment and ask maybe 1 or 2 questions to clarify what the person is looking for. When they tell you the reason they're looking for a recommendation for a plumber (for example), you'll be able to give a more personal and specific reason why you're referring them to your person...

"Joe is perfect for that, I know he deals with that all the time..."

Sure, your clarifying question could have just as easily been asked by your plumber friend, but the energy is different there. When you ask it for them, you're just curious and have nothing to sell. The person can appreciate your desire to know more so you can provide a more specific introduction.

Be a better networker, and provide referrals that are more like hot cakes instead of ice cubes.

Here's the other secret...

You can apply this same principle with cold leads and warm them up so they're ready to buy. Takes a little finesse, but we help our clients do it all the time.

Sales processes that build trust, convert.

Ones that feel more like we're sitting on a park bench side by side, rather than situated across a negotiating table. Take a fresh look at your sales process and identify where you can shift the dynamic so it is more park bench-esque and less board room-like.

Your bottom line will than you for it.