Handling Referrals with Grace

Hello Reader,

In one of my recent workshops on networking strategically, someone in the room shared something that's stuck with me. He'd referred a colleague to a contact of his months earlier, confident it would be a great fit. He never heard whether the meeting even happened, until he ran into that contact at another event and asked, almost as an afterthought, "oh, by the way, how did that go?"

He wasn't upset about it. Just a little surprised by how easily it had slipped through the cracks.

As it turned out, he wasn't alone. As we kept talking, it became clear that almost everyone in the room had a version of this story: either as the one who'd forgotten to follow up, or the one left wondering whether their introduction had ever landed at all.

When someone refers you, whether it's a friend mentioning your business at a dinner party or a colleague making a formal introduction, they're doing something significant. They're putting their own credibility on the line for you. That's not a small thing. It's a strong signal of trust: trust in your skills, your service, and how you'll handle what they've handed you.

So how should you handle it?

Here's what I walked the group through:

Thank the referrer right away. A quick note goes a long way.
Let them know your next step. Tell them you're reaching out to set up time with the referral.
Close the loop. Update the referrer on how it went, win or not.
Say thank you again if it turns into business, and once the work is delivered, share something back: a testimonial, a quick update, even a sample of what you created.

That gap, the not-knowing, is exactly what chips away at the trust a referral is built on. If you want more referrals, the simplest thing you can do is close the loop on the ones you already have.

I was reminded of this again recently at a large networking group I attended. Before their meeting even started, they read their code of conduct aloud to the room:

I will provide the quality of service at the prices I have quoted. I will be truthful with the members and their referrals. I will build goodwill and trust among members and their referrals. I will take responsibility for following up on the referrals I receive. I will display a positive and supportive attitude. I will live up to the ethical standards of my profession.

I love that it exists in writing. It's a small thing that does a lot of work: it sets the standard before anyone even has the chance to fall short of it.

If you run a sales-driven team, do you have something similar that everyone is expected to live by? It's worth asking.

Season 2 of Boosted Podcast Launches Today!

I'm so excited to share that Boosted is kicking off Season 2, and for the first time, I'll be bringing guests onto the show.

This season is a direct continuation of my recent CIBC keynote, "Where Are You From?", which is now live as the very first episode. Throughout the season, I'll be sitting down with people from all kinds of cultural backgrounds to explore their personal history with that question. I already know I'm going to learn so much: about different ways of living, about history, about the nuance packed into four simple words.

Before reaching out, I'd ask that you start with that first episode; it's the foundation for everything we'll explore this season. And if you have a story or perspective on this question that you think our listeners would value, I'd love to hear from you. Just hit reply.

WATCH OR LISTEN HERE ->

What Happened at Verity: The Art of the Business Table

We had a beautiful evening last week at Verity, joined by an incredible room: C-suite leaders, directors and partners from non-profits, law firms, executives from banks and wealth management firms, PR and marketing agency leadership, entrepreneurs, psychologists, and wellness professionals.

We covered a lot of ground, but a few moments stood out as especially relevant if you're navigating business over a meal:

A hands-on place setting exercise, so no one's ever caught guessing again
A live demonstration of continental versus American dining styles
How to work with a sommelier when ordering and tasting wine
Reading the room: non-verbal cues to service staff, and seating arrangements to consider
How to give (and receive) a toast
Closing out the meal with grace: the bill, the thank-you's, the follow-up

Here's what a couple of guests had to say:

"Trina and her team organized an event on business dining etiquette that was the perfect combination of educational and social." - Communication Trainer & Coach

"It was incredible. We learned dining etiquette around seating and plating, but we also covered what topics to bring up at the table and how to navigate professional business meetings over a meal. I highly recommend this workshop to any professional looking to sharpen their skills and close deals with prospects over a professional dinner setting." - CEO, PR Agency

We're also putting together a video highlight reel of the evening; I'll share it here as soon as it's ready.

WATCH THE RECAP ->

New Gen Z Meetup: Hosting, Revisited

Our next Gen Z professionals meetup is happening July 23rd, 6-8pm in Toronto, building on last month's session on hosting as a leadership skill: how the communication, adaptability, and hospitality you practice as a host translate directly to the boardroom.

If you're a Gen Z professional in the workforce (up to age 29), RSVP below. And if you know a sharp Gen Z colleague at work who'd be into this, send it their way.

SPECIAL THANKS TO: Joanne Sparrow, Career Ambitions, our Food & Beverage Sponsor.

ATTEND THE MEETUP ->