What To Do With A Referral

What To Do With A Referral

If someone gave you a thousand dollars, would you leave it sitting around? If someone offered you tickets to a rare theatrical performance, would you delay getting back to them?

Why do people treat referrals like rattlesnakes?

Here’s what you do when someone offers a referral:

1. Thank them.
2. Call the referral (do NOT email).
3. Ascertain whether the referral is a buyer.
4. If not, find out how to be introduced to the buyer.
5. If so, arrange an appointment in person (NOT by phone).*
6. Apprise your referral source of progress, and thank them again.
7. Meet with the referral and establish a trusting relationship to seek business.
8. Apprise your referral source of the outcome, thank them again, and ask for another referral!

“Script” for the phone call:

* Mary Jones urged me to call you because she believes the value I’ve provided her firm and others would be extremely relevant to you. She rarely does this, but on the few occasions that she has, the conversation alone has proved tremendously beneficial. I’ll be in your area several times over the coming weeks—which of these dates might be good for a brief conversation?”

© Alan Weiss 2013.