Reward Your Referral Sources and Earn More Business With These 2 Simple Steps

Getting ongoing referrals from the same referral partner is gold. How to respect a referral source When you get a referral and you meet with the prospect, it is really important to know the source of that referral. Then, open discussion with a prospect by talking about an area of overlapping interest and knowledge -- your mutual acquaintance -- even before you start talking about business or asking questions of the prospect that will help you close the deal. Tell the prospect how much you respect the person that referred you and talk a little bit about that relationship and why it is so important to you that you give great service to anyone that this person refers. It is a fantastic way to warm up the referral, and more importantly, it is a great opportunity to make your referral source look good for having made the referral. If you use it, you’ll stand out. How to treat the prospect Remember, another way to make your referral source look great is by not being too pushy. Always reward your referral source by treating them with respect. Then, treat the prospect in a way that will make your referral source want to refer more people to you. Repeat referrals are great, and these two techniques will help you get repeat referrals.