Giving More Referrals, Just One More Question
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At Papa Diamonds barber shop in Lexington there are constantly old TV shows on. One that seems to have been on a lot when I get my haircut this year is Columbo. My grandfather used to watch it, Gunsmoke, and Matlock, so much Matlock. Columbo, was famous for the catchphrase “”Just one more thing”. The seemingly absent-minded detective would use this line just as he was about to leave a suspect, lulling them into a false sense of security before revealing a crucial, case-breaking clue.
I’ve often noticed that our best referral givers are naturally curious, process oriented, but also they know that the door stays shut if we don’t knock on it. Like Columbo their ability to ask questions at the right time uncover opportunities.
One More Question
Often, the best opportunities remain hidden until you ask just one more question. Usually, a simple, open-ended prompt is all it takes:
- “Tell me more about….”
- “How is that going?”
- “Have you found someone to help you with that?”
- “What have been your biggest challenges with ___?”
- “Would it help if I connected you with someone I trust?”
Stay curious. Remember the old adage: we have two ears and one mouth for a reason—use them proportionally.
Shift From “Selling” to “Solving”
The goal is never to force referrals into a conversation or aggressively fish for them. Instead, aim to build a strong network of contacts so you can actively assist others in solving their problems.
When you consistently connect people with trustworthy professionals, some things naturally happen:
- Trust Deepens: People remember who threw them a lifeline.
- The Law of Reciprocity Kicks In: referrals naturally flow back to the people who give them out.
- Your Stock Rises: You become the go-to authority in your local community.
The best often don’t sell; they pay attention and help out. They pay close attention, stay curious, and look for ways to be helpful. Put good vibes and great connections out into the world, and the universe has a funny way of paying you back in kind.