Many of us know the Golden Rule - treat others the way WE would like to be treated. And in many areas of life it may well stand us in good stead.
Yet in the book "Truth or Delusion" the authors tell a story that demonstrates that it does not work in referral marketing.
It appears that a woman executive gave two referrals - one to a woman and one to a man.
The woman recipient was so thankful she gave a gift to the referrer - a beautiful royal blue silk shawl, very high quality. It may well have cost close to $200. And you would think that would be a great way to say thanks. It certainly followed the Golden Rule.
Only one problem. The referrer did not wear shawls and dislikes the colour blue. No prize for guessing who does? That's right the woman recipient of the first referral.
The man who received the second referral gave the referrer a beautiful picture book of the Greek Islands. Why? because he took the trouble to find out that the referrer had a dream to visit the Greek Islands.
You see he followed what I call the Diamond Rule - treat other people the way THEY want to be treated.
So as part of your referral marketing make it your business to use your mouth and your ears in their proportion. Listen twice as much as you talk. Find out how your clients and prospects like to be treated.
That is Referral Mastery!
