Following Up on the Referrals You Receive
Referrals are GREAT!, but they are not a shortcut to a sale.
While referrals do warm up the lead, they don’t necessarily close the deal on their own. The art of follow-up is crucial in converting these warm leads into clients, just like in traditional sales.
When you receive a referral, it’s essential to remember that there’s still work to be done. This isn’t merely about thanking the referrer and waiting for the prospect to sign on the dotted line. Often, your referred prospect isn’t quite ready to make a purchase. They might need more information, or time to consider their decision. This is where your sales skills shine through in the follow-up process.
Following up on referrals requires the same dedication and tact as any sales follow-up. You wouldn’t expect to win a new client with a single pitch or interaction in a regular sales process, and the same goes for a referred lead. The initial referral gets your foot in the door—an invaluable advantage—but your approach afterwards determines whether that door stays open or closes.
Here are a few strategies to make your follow-up process as effective as possible:
1. Promptness: Reach out quickly after the referral introduction. This shows both the prospect and the referrer that you value the opportunity and are eager to serve.
2. Personalisation: Tailor your communication to address the specific needs and interests of the prospect. Since the referral comes through a trusted source, you likely have more insight into what might appeal to them than with a cold lead.
3. Persistence and Patience: Be persistent but patient. Not every prospect will be ready to commit immediately. It’s crucial to keep the lines of communication open without being pushy. Nurture the lead…
4. Provide Value: Each interaction should provide value, reinforcing why your service is the right choice. Educate and inform, rather than just sell.
5. Close the Feedback Loop: Keep the person who made the referral in the loop with how things are progressing. This not only shows respect and appreciation for their effort but can also provide you with additional insights to help close the deal.
The Asentiv Edge
Understanding and mastering the nuances of follow-up in referral marketing is an art and a science, one that we at Asentiv have honed and teach extensively through our AsentivGROWTH program. In our “Ignite Your Business” course, part of this program, we dive deep into the strategies that help convert referrals into actual business. Our workshops and 1-on-1 strategy sessions are designed to ensure that you not only learn these skills but also implement them effectively, maximising your success rate with referrals.
Referral marketing is powerful, but it’s not automatic. By honing your follow-up skills, you ensure that the trust and initial connection created by a referral translate into a lasting business relationship. Enrolling in a program like AsentivGROWTH can equip you with the tools and knowledge to excel not just in securing referrals, but in converting them into thriving partnerships.
Find out more about the Asentiv Programs here.
