Referrals: when to use them…and when to pass
Word count: 313; approximate time to read: 90 seconds
When initiating contact with a decision-maker, you sometimes have the choice of getting a “referral” that will hopefully give you an advantage.
Often this takes the form of either getting permission to use the referral’s name…or having them initiate contact on your behalf to provide an “endorsement.”
The common teaching is that securing a referral is ALWAYS better…to help turn a “cold call” into a “warm call.” And intuitively, this seems to make sense.
When it comes to using referrals, Kevin Kermes has an important perspective. Kevin is the founder of Build the Career You Deserve (http://www.kevinkermes.com), and consistently shares some of the best job-search advice I see. (Over 20,000 people have subscribed his blog.)
Recently I heard about a “litmus test” that he suggests for referrals: if your contact is willing to make a phone call on your behalf…then utilize it. If not…then you are better to NOT use the referral and take your chances on your own.
I think this is a GREAT guideline that will serve job seekers well. The logic and wisdom is that if your referral A) has respect and concern for you, AND B) has a solid enough relationship with the decision-maker…then it will be a worthwhile referral.
If either of these ingredients are missing, then the referral may do more harm than good…and it’s not worth the risk.
Have you ever had, for example, someone contact you “at the suggestion of John Doe,” but you have NO earthly idea who John is? It actually happens to me quite frequently…especially with the advent of LinkedIn.
It’s a seemingly small miscalculation…but a tangible demonstration of the person’s low E.Q., and a big turnoff.
Implementing this guideline will also encourage you to ASK for the more coveted phone call on your behalf. Often our referral is WILLING to do this for us…but just hasn’t thought about the importance.
Do YOU have any thoughts? I’d love to see your comments or questions on this (or your own job search challenges) in the comment section below.
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