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.
About the author:
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.
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