A business associate was waxing lyrical the other day about the value of a referral. He said “it is as good as sold when you get a referral”.
And this is definitely fiction.
A referral is a preferential introduction. However the business of establishing a relationship still needs to happen. In fact it is even more important with a referral than it would be with a cold call. The referral has the ability to give feedback to the original referrer and that can go either way. Bad feedback and you will worse off than if you hadn’t got the referral in the first place.
So make sure you have a “relationship building plan" and swing it into action as soon as you get that referral.
Want to know more? Check out the Relationship Mastery CD in the “online store”.
The Referral Master®
