The other day I was talking with a prospect about her needs and what she was looking for from a business coach. As we talked, I quickly realized that the person she really needed to work with was someone else she was contemplating doing work with. That person had a program more tailored toward the needs of that prospect. I ended up telling my prospect that and she agreed and we came to the conclusion that she might need my services at a later point, but that for the moment she should work with this other person.
One of the most valuable services you can perform for a prospect is recognizing when that person should be referred to someone else. In face, if you know someone should be referred elsewhere, but you work with that person, you may be doing more harm than good, both for that person, and for you, because if that person realizes that s/he could have gotten better service elsewhere, then s/he will leave your business and may tell others as well.
It’s best that you be honest and acknowledge what your strengths are and the client you can best serve. And if the person coming to you is someone you could help by referring that person, then do it. That person will remember that you helped them by referring them on to someone who could really help him/her and s/he may just come back someday or send referrals your way as a result. That kind of helpfulness makes an impression on someone, because it shows that you think its more important that s/he gets the best service possible, and your willing to refer them to that service.
What do all of you think? What are your policies when you have a prospect and know someone who could be a better fit?
