Most people ask the wrong question when it comes to getting referral business.  They typically as “HOW do I ask for a referral?”  I will cover that topic in another post.  However, right now I want to address the more important question:  “When?”

How often have you been to a networking meeting or business mixer and you see the “Master Networker” walk up to somebody new, shove his card in the new person’s face, and say something like:  “Hi, I’m Joe Networker.  I’m the BEST Widget Fixer in Los Angeles, with the BEST prices, and the BEST service EVER!!!  If you know anybody who needs his Widget Fixed, please refer me!”

Yes … I feel your pain.

I’ll dissect his approach in the aforementioned future post, but for now I think you would agree with me that your first meeting with someone is NOT the best time to ask for a referral.  And here are some other “NOT” best times (although they do get better through the progression).

• After your first email.
• At your first coffee meeting.
• After your first Newsletter.
• At your first visit to his or her office.
• After your third newsletter.
• At your first business lunch or breakfast (you’re getting warmer, though).

No, the BEST time to ask for a referral is after you have given your potential referral source a referral of your own.”  It doesn’t HAVE to be a good one, although that would be best.  You are showing your source trust by offering up one of YOUR clients.  NOW is the time to be asking for a referral back.

By this time, you are their long, lost brother or sister … and they trust YOU.

Now that you know “when,” I’ll cover “how” and Mr. Joe Networker, in my next post.