| Make Your Referrals
Count |
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
www.jconners.com, a mortgage resource site, he is also the owner of www.callprospect.com, a mortgage lead company.
Read other Articles in this issue:
Direct Mail Delivers
New Customers
Mailing Lists –
Keeping it Simple
Make Your Referrals Count
Newsletter Overview
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