Skip to content
Sales & Marketing

Follow Up Immediately After a Referral

It’s important that you follow up immediately – not only to thank your customer, but also to find out why they gave you a referral in the first place!

Follow Up Immediately After a Referral

We have previously discussed times you should always ask for a referral. Today, let’s discuss why it’s important that you follow up immediately – not only to thank them, but also to find out why they gave you a referral. You might think that it sounds self-deprecating or overly modest to ask “Why?” Actually, it’s not. You want to know which aspects of your sales delivery mechanism impressed that person enough for them to want to refer you.

Follow Up Immediately After a Referral

Your client may say, “Oh, you were Johnny on the spot. You got to my request quickly, and I actually have a friend who could really benefit from your service right away. You've got to call him today.” Or, they may say, “What I really liked about your approach is that you were really patient with me. Even though it took us six months to decide, you were there every step of the way.” Or, “You were the only company that had both this and that.”

Now you know going into it how you’ve been praised by the person who referred you, and you can highlight those attributes when you actually get in touch with referral. It tells you what they most value about your business at that point in time. It is invaluable information to have in hand before calling the referral, so don’t be afraid to ask (right after you say, “Thank you!”).

Learn about trackable mobile-learning video lessons that leave no room for excuses.

Mark Jewell

Mark Jewell

Mark Jewell is the President and co-founder of Selling Energy. He is a subject matter expert, coach, speaker and best-selling author focused on overcoming barriers to implementing projects. Mark teaches other professionals and organizations how to turbocharge their sales success.

SUBSCRIBE-CONCEPT-876110004_727x484

Subscribe to our Blog

Get daily “drip-irrigation” reinforcement. Each day you’ll get bits of wisdom, news, highlights of upcoming courses, and quotes to keep you inspired and motivated.

Latest Articles

The sun sets on the Selling Energy blog

The sun sets on the Selling Energy blog

As of April 1st, our Selling Energy daily blog will be discontinued. And no, this is not an April Fool's joke!

Weekly Recap, March 31, 2024

Weekly Recap, March 31, 2024

Miss one of our sales blogs this week? Our weekly recap will get you caught up and prepared for success.

How You Sign Business Emails Matters

How You Sign Business Emails Matters

Emails are an integral part of our work, and with each one we hope to get a response. What if just two words can make all the difference?