There is almost a hierarchy of preferences to selling. By far the best is of course repeat business from satisfied customers. This is usually followed by referrals from either customers, suppliers, associates and people with whom you have networked. I know of many professionals whose only source of business is via referrals. Therefore, it is critical that good referral management or etiquette is always top of mind. I regularly make introductions between potential suppliers and customers and it never ceases to amaze me how often I am left wondering how the introduction went. So, here are a few reminders to keeping your referral sources happy. Everyone knows these but sometimes the pressure of work and the length of time for activity to happen may mean we forget to follow them.
1. Thank the person who has referred you and ask them what you might be able to do for them.
2. Keep them informed of progress as they may still be in contact with the potential client and be able to mention you again.
3. Acknowledge them if you make a sale – good old social media works or a thank you note or other form of appreciation.
Simple and obvious but often forgotten. Referrers are like little nuggets of gold – they appreciate being polished and will continue to shine if they are!
Future Forum Events
Highflyingdivas, 23rd April, London, hosted by Penna. We have a couple of spaces still available and are really excited that Julia Smithies a Partner with PWC will be giving a presentation on her experiences of being a Highflyingdiva! An inspiring story with lots of tips.
The Leadership Forum, 14th May, Colchester, hosted by LEPRA Health in Action. This will focus on Time Management.
Join The leadership Forum
I always empathise with those adverts that show the poor woman snagging her tights as she leaves the house, or catching her handbag on the door handle. I closed my bathroom cabinet door and the magnetic stop flew off the door, pinged into the bath and went straight down the plug-hole. Of course it did – where else would it go in an entire bathroom? Similarly when I took a picture of Guy on our recent walk, I put my iPad back in my backpack for it to fly out of the other side (the zip was undone) to land on the ground. On retrieving it, I realised the corner was chipped and it no longer fitted into its cover. So, I haven’t suddenly become creative. There is another reason for this artistic picture of him looking out to sea!