Feeling gratitude and not expressing it is like wrapping a present and not giving it.

-William Arthur Ward

Holidays are wonderful opportunities to extend gifts to your business friends. By listening carefully to what new things are going on in the lives of your family members, and suggesting people that might either solve the problems they are facing, or enhance the experiences they might be having, you could walk away from Thanksgiving dinner or Christmas Day with referrals to give.

Do these three things during the holidays to bring the gift of referrals to those business owners you know and trust.

Listen

Listen like a hawk. While enjoying your time with your family, listen to the conversations happening around you.

Listen for complaining or bragging. Complaints or brags are significant in the lives of those we love. Both represent change, and with change, often we need new problem solvers in our lives.

Did your cousin announce after pecan pie that he is getting married? Terrific. How many people now will come into his life, albeit temporarily, because of this life change? I can think of ten, but for brevity's sake, let's consider three.

Your cousin might benefit from a travel agent who can help him choose a honeymoon location. He might want a lender to help him apply for a house, now that he will no longer be a bachelor. He might need additional life insurance.

Are your grandparents downsizing because they have health challenges? Maybe the Christmas Eve celebration is the first time they tell the family, because they want to get the holidays behind them before big changes are made.

Soon your grandparents might be in need of a realtor, a moving company...you get the idea.

Ask

When you become aware of changes that affect those you care about, ask them if "they have considered."

"Hey Tony, congratulations. Have you picked out a place for a honeymoon yet? Would you consider using a travel agent to do the leg work for you?"

"Grandma, have you considered hiring a professional moving company to move your stuff so you don't have to worry about that part of the move?"

"Aunt Lou, have you considered hiring a housecleaner now that you are working all of those extra hours at work?"

You may be hesitant to ask, however asking gets easier as you practice.

Connect

This part may be the most challenging, however think of how thrilled your business friends will be when they learn that you have recommended their product or service to those you have a lot of influence over.

Do your best to make a connection happen while you are with your family, if possible.

Before you make the recommendation to that family member, preface the recommendation with a story of how your business friend has helped someone. You could also tell your family member that the person you are recommending is who you trust when it comes to fill in the blank.

Then ask permission to make a connection. A good way to ask permission to connect is simply, "Can I have Bob call you or email you tomorrow?" (or whatever time frame makes sense)

If your family member isn't ready yet to be connected, pass along the business person's info anyway. There is still a possibility the two will connect in the future.

Bonus

Don't forget to plant seeds about your business as well when you are listening to refer others. Maybe a family member's life change will be an opportunity for you to offer your product or service.

The important perspective to remember when you are with people you are close to around the holidays is that these are the times when big things can happen, or at least when they are announced.

Be ready to capitalize, not in nefarious way, but in a way that spreads the professionalism and good will of those business owners you know to those people you are closest to.

I would be remiss if I didn't give credit where credit is due. My good friend and mentor Danielle Baily with Bailett Consulting was the person who first explained the significance of the holidays when it comes to networking and passing referrals.

Go network my friend, and remember:

Business owners love opening "referrals" for Christmas. Do you have referrals to give?

The Networker's Tour Guide, Faithann Basore, and her husband Dave have owned Window Cleaning Plus (WCP) for 10 years. Growing WCP through networking has given Faithann the desire to guide other small business owners through the networking terrain so they can feel comfortable and build long lasting relationships in their business.

Got networking questions? Email me at [email protected].