Okay, so as a quick recap, last time we looked at how referrals can be sabotaged in terms of personality issues. Specifically, we looked at :

– Underestimating the Importance of Soft Skills
– Lack of Personal Connection
– Lack of Professionalism
And then we looked at the personality traits to foster, namely empathy, trustworthiness, enthusiasm, and likeability.

I also included some classic books that might be relevant for people to read. The research I undertook for this revealed some interesting insights. For example, did you know that similarity has a stronger positive relationship with trust than supplier likeability? That means that business-people are more likely to trust individuals who they believe are similar to them more than people they like (Smeltzer, 2006) … interesting stuff!