Treating a Referral Like You Won the Lottery
A new blog gets posted in this space every Tuesday. With a deadline approaching and being short two blogs for the month (I typically submit an entire month's worth at a time), I have been procrastinating a bit on coming up with a topic worthy of 250 words. Thankfully, Dave Schrup bailed me out...
As luck would have it, Dave responded to last week's blog, which had to do with the perfect response to a referral I gave to my friend Jennifer. You can even fact-check me here.
Anywho, the blog had to do with Peter Reed’s prompt service. I sent him an email, he picked up the phone and called Jennifer, and immediately started the drive across Cambridge, Mass., in a blinding snowstorm, all to discuss a simple business card order.
As a follow-up to that blog, I want to call your attention to Dave's comment, and in particular the following line:
I have a half dozen customers that have been doing business with me for 20 years plus (all in our top ten) and every single one started out as a small but urgent request.
Some blogs, not unlike some jokes, write themselves, so I'm going to stop here and let the rest of it just happen. It's worth reading his entire comment as he tells an excellent story about a couple of billionaires. But even if you don't do that, you need to take heed of Peter's reaction and connect the dots between it and the potential for him to tell a story similar to Dave's, many years from now.
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Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.