Don’t immediatly follow up on a referral
In BNI we are always told of the importance of following up referrals swiftly. If the Referral was correctly given there is a person or company eagily waiting for your call. So its only right that you ring them as soon as possible.
Of course it is, but you can make that call much more productive. If you first talk to the person who gave you the referral in the first place.
The Referrer will almost always know some background to the service or product needed, so try to get an idea what the referral is about before you contact the end customer.
This instantly transfers the conversation from “Hi, I’m ringing about some business” to “Hello, I’m ringing to talk to you about your specific requirements, I have some of the background from XXXX”.
The second phone call is so much easier to make than the first and gives a much better impression, you sound like you have done some of the work already and are interested in helping the customer.
Not only that. The member who has given you the referral is assured that you are interested in helping his contact. Remember this may be his best customer, he is trusting you to be professional.
Always ask the Referrer before contacting the end customer, it makes your call easier and more professional.
Posted: March 23rd, 2009 under Education.
Tags: Business, contact, customer, follow up, referral, telephone