Over the past several articles, we’ve been reviewing proven steps that, when put into practice consistently, can create ongoing referrals for you and your team.
- Learn your stories.
- Work a never-ending list.
- Ask for referrals.
- Today: Follow up!
Sometimes the hardest part of getting a referral is the follow up. And it doesn’t have to be that way! It makes no sense to go to all the trouble of getting a referral and then choosing not to see it through.
I’ve learned from experience: Referrals have a shelf life. Just like fragile produce, they expire after a certain time. Don’t let that happen! Reach out and schedule a time to connect as soon as possible. Follow-up on all referrals within 24-48 hours.
You can use this opening script:
“Hi Amy, this is <your name> from <company>. Jenn gave me your name and number. She tells me you’re interested in learning a little more about our <products> or <business.> Is this a good time to talk?” Or if you start with a text: “Can we schedule a time to briefly connect?”
Don’t delay. Timely follow-up shows professionalism, gives you the opportunity to discover more about the person and their interest, and validates your enthusiasm for your business. It’s also the only way to turn a referral into a business partner, a customer, or perhaps another referral.
When scheduling your hours of operation, make sure to include time for follow-up texts, voice messages, calls and emails. The sooner you connect, the sooner you can deliver your message, and the sooner your prospects will make a decision.
There is a well-known phrase that reminds us, “The fortune is in the follow-up.” Although you are not in control of how people respond, you are in control of how quickly you reach out and follow-up.
I always find it fascinating how people do all the work to earn their referrals only to drop the ball in the follow-up process. Why is that? I think it’s as simple as this:
You’re afraid to hear a NO. And to avoid that pain, you allow the lead to float out there in never-never land. This allows you to pretend that “maybe” they might say “yes.”
Interesting perspective, right? If this just rang a bell, struck a chord, or hit a nerve, grab your referral list, pick up the phone, and make a follow-up call as soon as possible. It’s time to move past your fears and step into a new level of achievement.
Remember, they wouldn’t say “The fortune is in the follow-up!” if that weren’t the case, right?
I want to close this series with an interesting statistic: According to sales legend Dale Carnegie, 91% of customers say they would give referrals, and yet only 11% of salespeople ask for referrals. Take advantage of the opportunity to gather referrals from 9 out of 10 of your customers!
It’s time to put what you’ve learned into practice. Asking for referrals is one of the most effective ways to create a never-ending supply of new prospects, which can result in consistent sales and sponsoring. Take a look back at the articles in this series and Master the Art of Asking for Referrals.