Tips For Handling Referrals

1 comment November 16th, 2008

Building a strong referral base is critical to every entrepreneur. A referral is an introduction to a prospect with an endorsement. They come from shared success with your customers or colleagues, someone who knows your potential and can vouch for you or your team’s ability to deliver. These individuals are the best way for you to get new business.  However, it requires time and energy to build and maintain the relationships that grow your referral networks. When someone give you a referral here are a couple tips on how to nurture it.

• Model your relationship after the Save-the-Children Sponsor Program
  • Pictures
  • Thank you Letters
• Be proactive with Thanks
• Communicate on Progress
• Keep Them in the Loop
• Manage their Reputation
• Deliver for them
• Remember
  • they are sponsoring you
  • reputations are hard to build and easy to dent
  • you are creating “customers in common”
• Be clear on service demarcation (small overlaps are better than gaps)