Warm Referrals

A warm referral is a great opportunity to start off strong with a prospect. Here are some simple steps to help you make the most of this situation…

 

1. Quiet your excitement. Respond to the referral without exclamation points; no beseeching “I would love a chance to talk to you!”

2. Connect with them immediately on LinkedIn. This is a simple networking move that’s easy to forget.

3. Focus solely on setting up a 20-minute introductory call. Don't try to sell the prospect on anything or engage in chit-chat in your scheduling email. Just get them on your calendar.

4. Follow up. If you haven't heard from them in five days, reach out one more time to see if they're open to scheduling a conversation.

5. Close the loop with the person who referred you. Let them know if you scheduled a call or haven't heard from the prospect, and if you’ve spoken, share whether they were a good fit. Providing this input shows that you’re open to more referrals and will hone their idea of what you’re looking for.

Warm referrals don’t come along every day, so play it cool, focus on efficient communication, and share feedback with the contact who made the connection. Make the opportunity count. 

Onward. 

Tom

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