Networking Pitfall: The Referral Inquisition

Nothing’s worse than giving a referral, and then getting the equivalent of the Spanish Inquisition as to the strategy of how they should approach this person.  A while ago, I received a call from Steve.  Steve had a friend who wanted to speak with someone at Cushman & Wakefield.  He called me because he knew I used to work there.  After understanding which group he wanted to talk to, I gave him the contact information for a guy named Jeff.  About two months later, I got a call from Steve wanting to “know the strategy of how to approach Jeff.” 

So, the next time someone gives you a referral, don’t be high maintenance.  Ask how they know each other, get their contact info, and cut the cord!  Don’t forget to follow up with quick note saying ”Thank you for the referral.  We met. It was great!”  No need for much more.