Referrals - Respond Like Your Life is on the Line
Posted September 17, 2007 by Margie Zable FisherRead a great article on referrals in the South Florida Business Journal.
The article was written by Ira Martin, a columnist for the South Florida Business Journal.
Here’s my favorite part:
“Unsolicited referrals come with liabilities that can crush you like a grape in a wine press. So, instead of being crushed like a grape, be fruitful and multiply with these four basic steps:
Step 1: Respond like your life is on the line.
Step 2: Remember the action the person giving the referral took on your behalf and the courage and trust it took to do so. (Martin Touch Tip: If they trusted you enough to give a referral, they will most likely follow up to see what the results of the meeting were with their good buddy.)
Step 3: Reiterate the trust that both parties placed in you; leverage it.
Step 4: Retain open communication with both parties even after the sale is done.”
The full article is here: http://southflorida.bizjournals.com/southflorida/stories/2007/09/17/smallb2.html
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