When a customer tells you that a referral will contact you, does the referral call you? If not, you may be forgetting that your sales process starts by getting the referrals to contact you. Start the sales process by learning why the customer thinks the referral fits your business. You can reply, “Great. I’m looking forward to talking to him. So I’m prepared, tell me why you’re suggesting he contact me.” Once you learn the reason, you can be prepared to sell. You have more work to do if your customers don’t know the reasons why prospects should contact you. Give them the reasons. Remember, it’s from a customer’s point of view, not yours. Think of the problems a prospect might have and then offer reasons why he should meet with you to address those problems. That will get more referrals actually calling you so you do get the opportunity to work with them.
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