Here is a very important concept that is rarely discussed. When you get a referral and you meet with the prospect, it is really important that you edify your referral source. This is a great technique to use because you open up the discussion with the prospect by talking about an area of overlapping interest and knowledge – your mutual acquaintance. Before you start talking about your business or even asking questions of the prospect – it is important that you edify your referral source. Tell the prospect how much you respect the person that referred you and talk a little bit about that relationship and why it is so important to you that you give great service to anyone that this person refers. Spend some time talking about how you both know this individual. It is a fantastic way to warm up the referral and more importantly, it is a great opportunity to make your referral source look good for having made the referral.
Remember, the number one rule for referrals is to make your referral source look GREAT. You need to demonstrate that you know how to sell to the prospect in a way that doesn’t embarrass the source of your referral—that you’re going to consult with the prospect, discover their needs, offer solutions based on those needs, give them some options, and not force a sale if you know you can’t provide a good solution. On the other hand, if your technique is to hold the prospect hostage at his kitchen table until he breaks down and buys, your referral source will not be pleased that you’ve abused your relationship with them and damaged their relationship with your client. You may get the deal, but you’ve shut yourself off from further deals with that client—and with any future referrals from your source.
Always edify your referral source and act in a way that would make that person want to refer more people to you.