The Referral Follow Up

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This is the single most important thing you can do – and is one of the main reasons we created Hello Referrals. To help you do this better, amidst – ideally – what will be so many referrals and word of mouth opportunities that it will be a challenge to keep your referral campaign effort organized, it’s essential to know some key information about persistence. If you’re using Hello Referrals – you’re doing something right, so congratulations right there.

Why is the follow up so important?

Probably about half of the referrals you receive will require a follow up after your first attempt at contact. This is where most business owners fail in leveraging these precious opportunities. If they don’t immediately get someone on the phone, the idea fades fast. If you don’t connect with your referral initially, don’t assume they lost interest in talking with you, even if you’ve left a message or sent an email. In my experience, most of the people I talk with are so busy that they often don’t have the time to talk on the phone a lot of the time or get to that email unless it’s one of their own customers who of course get the priority. Business owners have a habit of considering a problem solved if someone has referred a solution, so they put it aside mentally until they hear from you. Once I get their attention, the business occurs, and in most cases, they thank me for being diligent. It’s important to remember that referrals are not closed sales. They are warmer than leads, but you can’t assume that just because someone has referred you they’ll be impatiently waiting for you as soon as you call on them. It’s essential to take a disciplined approach to ensuring you create contact with them in a timely way. If you’re managing your referrals well, it’s just a schedule you apply yourself to, however, there will be instances where some referrals simply don’t bite. What do you do then?

If I haven’t made contact with the referral after two attempts, usually 2-3 days apart, I will go back to the partner that has referred me, and see if they can assist. People naturally have a sense of ownership with an opportunity that they pass onto other people, and in my experience, I’ve found that if I can’t get that potential customer on the phone, getting the person who suggested my services to them will almost always do the trick in instances where it’s not immediately happening. A balance of persistence without pushiness and and organized plan will make every referral you receive capitalized on appropriately.

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