Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.
For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted.
Treat your referral as though it is someone that you have never heard of before, make believe you were cold calling and came across this name on your list, and when you called them, they showed interest in your product.
Now, you would never treat your very own hard earned customer with anything but the best customer service, would you?
Of course you wouldn't, you found this customer on your own through hard work and you want to keep them.
Think of your referral in the same light.
Far to many times I have seen referrals that have been given to people that just let them sit around for days. The assumption is, I believe, that because this customer was referred to them, that it is a done deal and they can take their time with it. This is not the case.
The minute you get a referral, you should be calling that customer, the simple fact that you believe a referral to be a done deal, should be all the reason in the world to call them immediately.
The customers point of view . . .
If a customer is looking for a particular product or service, and they put the word out on the street, they will be expecting a phone call very soon.
Lets suppose you were looking to have your bathroom updated, and a friend of yours referred you to a guy who installs kitchens and bathrooms, and you never heard from the guy, and if you did it was many days after the guy received your referral. You probably wouldn't be too thrilled about doing business with him now, would you? I doubt it.
So the next time you get a referral, make it count, call that customer immediately, they are sitting by the phone, waiting on your call.
When it comes to referrals, don't hesitate for a second, because if you do, your referral could end up in the hands of your competition. Best of Luck
This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
![]() |
|
![]() |
|
![]() |
|
![]() |
I bought a second pair of reading glasses from my... Read More
Unquestionably when the word hypnosis pops-up in a conversation or... Read More
Last Friday, I was spending one last day of freedom... Read More
We all make mistakes and some salespeople seem to make... Read More
In my youth I landed a job selling encyclopedias door... Read More
What's that you say? You can't sell?Oh, you must be... Read More
I am a big believer that great salespeople generally realize... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
When I first moved to Seattle, I worked for 9... Read More
What do we mean by a consultative approach?When you hear... Read More
1. Dependability was chosen as the most important.2. Integrity was... Read More
No matter what your age or stage in life, some... Read More
1. Find a strategic business partner. Look for ones that... Read More
There are a number of sales closing strategies that you... Read More
My experience has taught me that people want to buy... Read More
Obviously, you can not know all of the things that... Read More
For those of us working in the exciting world of... Read More
This issue's topic on sales prospects comes in response to... Read More
Ever lost a sale? Of course you have, we all... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
"I recommend the 5.8 GHz Digital Phone, because it suits... Read More
It's the prospect. If stalls and objections frequently come up... Read More
There's loads of material about making money available on the... Read More
There is no magic pill, trick, teqnique, system or secret... Read More
If you're a business person you want to sell your... Read More
What does it take to make a sale lately?In Sales,... Read More
Do you ever feel that when you are doing direct... Read More
Tired of sending out sales letters that generate anemic response?... Read More
Selling is everyone's lifeblood whether they realize it or not.... Read More
A lot of energy is expended within selling organizations as... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
Want to increase sales within your company? It's not as... Read More
One of the best ways to increase your sales and... Read More
A study done by the Association of Sales Executives revealed... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
In most businesses, when sales are slow or low, the... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
1. Be on time. In fact, arrive a few minutes... Read More
Tired of sending out sales letters that generate anemic response?... Read More
I was thinking about the statement:The Small Business Administration tells... Read More
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
1. Sell an inexpensive product to sell an expensive product.... Read More
1. Dependability was chosen as the most important.2. Integrity was... Read More
Follow this story...I went to Best Buy today to get... Read More
How did you do this past year on your sales... Read More
1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More
Here's the thing... you still have to make every marketing... Read More
Here's a surefire method to guarantee you achieve the best... Read More
Some years ago I read and interesting story that illustrated... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
Let's be realistic nobody really wants to be labeled a... Read More
If you want a truly successful business, you need to... Read More
I arrive with about 350 other guys. We smile at... Read More
You built a very good web site...You have a great... Read More
Each of us sells every single day. We are all... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
As business owners we all know that in a ideal... Read More
If you knew a few sure fire ideas that have... Read More
There's loads of material about making money available on the... Read More
1. You could end your ad copy with a discounted... Read More
Have you ever gone into a newsagent, picked up a... Read More
Having excellent persuasion skills is one of the most important... Read More
Have you ever tried to explain to someone what you... Read More
Sales Training |