I went out into my backyard today to look at my crop of Indiana Tomatoes. 
I was quite disappointed to find that they still have not ripened. The weather has been very cool this year and that means the tomatoes ripen more slowly. I am losing my patience because I want vine ripe tomatoes NOW!
Ironically, I came into my office to open an email from one of our newest clients. He and I are meeting for some one to one coaching around his DISC profile, he is a high D and likes results, NOW. In his email he stated “Please send me the roster of current and past participants, so that I may have 2 referral partners identified by the time we meet.” Oh if it were only that easy!
Unfortunately, the key to developing strong strategic relationships with a referral partner is patience. Like my tomato plants there is more involved than just sticking the plant in the ground and telling it to produce. Your referral network must be nurtured, tended to, and supported.
Here are four keys to developing a strong referral network and growing good tomatoes
1. Identify the right kind of person to build the relationship with. Just as choosing the right kind of tomato plant is important, you need to know what kind of referral relationship you want. You can have contact sphere relationships that will yield lots of little incidental leads that can keep you very busy, kind of like the little cherry tomato plant that will give you bowls full of tomatoes quickly, or you can have a full fledged referral partnership that will yield larger, proactive, high value referrals. Similar to the the Big Boy tomato plant. They take longer to grow, but well worth the wait.
2. Understand that time and consistent nurturing is required. You can’t just throw the plant in the ground and expect tomatoes to spring forth. The same holds true for your referral relationships. The relationship has to be built on a foundation of trust, understanding, collaboration and educations.
3. There has to be give and take in the process. The tomato plant needs care, water, and plant food in return you get juicy red ripe tomatoes for all of your efforts. When you give to your referral network they will in return give to you, if you consistently take with out giving eventually your network will wither and little or no fruit will be provided.
4. Diversity is important, this year I planted one kind of tomato, so of course I am still waiting. If you plant a variety of tomatoes; plant some cherry tomatoes who will yield great flavor quickly, as well as the slow growing variety that give your the bigger more flavorful fruit later in the year. Your referral network can be built with a variety of relationships. Those who will give you leads to follow up on while you are waiting for those that will give you the quality of referrals that will allow you to work smarter not harder. Those little tomatoes will keep you fed until the big ones are ready!
Over time and with the right work, you can have consistent quality referrals coming into your pipeline from a well nurtured network. Remember, like the tomato plant, it takes time and work before you realize the fruit of your labor. Be patient and don’t try to rush the process!
Hazel M Walker, owns three award winning franchise’s. She is a 10 year owner of two BNI Franchises where she teaches members how to leverage their time and network to build each others businesses. She is also a Referral Institute franchise owner and teaches Business Owners how to harness the Science of Referrals to develop Referrals for Life. Hazel is a published author in New York Times best sellers Masters of Networking and Masters of Sales. As a member of the National Speakers Association she travels the world speaking to businesses and women’s organizations on the topics of networking to create a life you love.
