Do you have a busy highway of referrals driving to your door? If not, you may be like most professionals who have Referral Roadblocks. Like regular roadblocks, they are annoying. Some of them make it more challenging for you to get referrals and others can completely prevent you from getting any referrals. Worst of all, you probably didn't even know that YOU were the one preventing the referrals. To open up your referral highway, you need to know about these roadblocks and how to avoid them.

Roadblock #1 - Not having a referral mind set. People who get a lot of referrals have a particular state of mind. They really understand, believe, and practice the four pillars of referrals. They also understand that they must give in order to receive. Some people make the horribly wrong assumption that they will ask a strategic partner for referrals and all they have to do is wait for the phone to ring. Never once does it occur to them that they should give referrals in order to receive referrals.

Roadblock #2 - Your referral source is not clear about your target market. Usually, this is because your target market is too vague or too broad. Be specific and paint a clear picture of your target market in your own mind first and then explain it succinctly to your contacts and partners. Before you know it, they'll snap their fingers and say, "Oh, I know someone just like that."

Roadblock #3 - You lack differentiation. You must be able to define how and why you are unlike your competition. If you cannot define how you are different, then you will blend in with everyone else in your industry.

Roadblock #4 - You lack a memorable identity. When someone asks what you do, you should be prepared to give a short memorable sentence or phrase describing your work and services. Your memorable identity should spark curiosity and ultimately action. "I sell insurance" or "I repair computers" does not create any curiosity.

Roadblock #5 - Your referral source is not in touch with your target market. Here is an extreme example, but it makes the point. If you are targeting retirees, you would probably not want a referral partner who works in a tattoo parlor.

Roadblock #6 - Your referral source is not ready, willing or able to give you referrals. There are three components to this particular roadblock. A CPA in March and April may not be ready to give you referrals. Some people are simply not willing to give a referral. A landscaper for million dollar homes may be ready and willing to give referrals to a financial advisor. However, he may not be able because he is simply not qualified to do so.

Roadblock #7 - Your referral source doesn't have the knowledge to properly promote you. Think of your partner as your marketing department and you need to train them well if you want your business to grow. Each partner needs to know your target market, how you are different, and how to promote you.

Roadblock #8 - Your potential referral is not properly pre-qualified. This is a continuation of the previously mentioned roadblock. In order to get potential clients in front of you, your referral sources should be properly trained. Part of that training includes detailing how they can pre-qualify those potential clients.

Roadblock # 9 - Your potential referral sees no value in meeting with you. This can be avoided if you properly trained your referral source (Roadblock #7) AND he communicates that value to the potential referral.

Roadblock #10 - Your potential referral is not properly introduced to you. Would you prefer your referral source to say "I gave Joe your number and he will call you" or "We are meeting Joe next Thursday at 8:00am"? The right type of introduction established your credibility and simplifies the sales process.

Roadblock #11 - Your referral source has no incentive to send you business. When you ask for referrals, people often think one thing: What's in it for me? If you have not provided sufficient motivation (usually money or referrals for their business) then why would they go through the effort promoting your business?

Roadblock #12 - Your contacts fall through the cracks. If you want your business to grow, you must follow up with the referrals given to you. What often happens is this...a referral source sends you two or three referrals. He later finds out from them that you did not provide good service or follow up with them. As a result, he stops sending you referrals. Therefore, it is important for you to have a good system for following up with referrals and providing good service.

As you reduce each of these roadblocks, you will see an increase in the referral traffic making it to your door. Make it easy for the referrals to reach you!