I didn’t realize the opportunities I was missing when a referral partner passed me a lead and all I said was, “Thank you so much!” 🔥
I recently had the opportunity to begin working with Jeffrey Tockman, who founded “The Referral Navigator.” His structured approach to handling referrals has been an eye-opening experience for me. 😊
Here are a few of the strategies he has shared with me to consider when receiving a referral:
🌏 Inquire about the referral and what the referral source aims to achieve. It’s essential to comprehend the referral source’s ambitions related to the partnership, whether that be financial gain, additional referrals, etc.
🌏 Ask the referral source about their communication strategy with the referral – Encourage the authority to run through their introduction speech. This can allow them to practice and give us a better understanding of their underlying reasons or motives when they make that introduction.
🌏 Discuss the ideal contact method – How will the referral source create the best initial interaction?
🌏 Communicate the subsequent steps and how we’ll assist both sides – This phase reduces the apprehension of the unknown and keeps them informed about our engagement methods
🌏 Highlight future perks and rewards – Inform the referral source of potential benefits post-successful engagement. It might be taking them to lunch or dinner or perhaps taking them and the referral out to dinner.
Good luck with elevating your referral relationships and let me know ifyou would like me to make an introduction to Jeff!
