A SALE WAITING TO HAPPEN

While teaching my Rockin’ Referrals™ system during a private mentoring session, my client shared a referral horror story that I have to pass on to you (with his permission, of course) although identifying details are omitted.

He participates in a group that meets regularly for the purposes of sharing leads and referrals. One of his fellow members is in an industry that serves home-owners and it just so happened the neighbor of my client desperately needed help. My client told his neighbor he knew just the right guy to handle the job and asked permission to pass the neighbor’s name, number, and details on to his colleague, which the neighbor eagerly agreed to.

So, the prospect has a specific need the vendor can fill, my client has done the groundwork to get his neighbor interested and ready to work with the colleague. Basically, it’s a sale waiting to happen. Sounds good, right?

But when he provides his colleague with the referral and asks him to call the neighbor, the colleague tells him to have the neighbor call instead so he will be entered into their CRM system.

The colleague never calls, the neighbor is waiting, and nothing happens. After waiting a long time, my client’s son offered to help the neighbor and now that enterprising 16-year-old has developed his own stream of revenue.

Because the colleague didn’t call, the neighbor went without (for awhile) and, worse yet, he failed to follow up on the promise my client gave his neighbor, which means he will never again refer anyone to that colleague.

Don’t let this happen to you.

Any time a business friend of yours tee’s up business for you, you must follow through and make the call.

If you don’t, you may miss a sale and you will definitely miss out on any future referrals you might have gotten.