The Perfect Referral Response
A friend of mine, Jennifer, emailed me to ask if I knew of any printers in her area with online ordering capabilities, like she once had when she worked at IBM. I immediately thought of Peter and sent him an email.
Within three minutes, I received a message from Jennifer: “Holy cow! Peter just called me and is on his way!”
Pretty impressive, wouldn't you say? But seriously, Bill, is this story blog-worthy?
It is, if you consider these additional factors:
- It was snowing.
- Wicked hard.
- The request was for just one thing: Business cards.
All of us would slide down the fireman's pole and race out the door if given the chance to service a large account, but very few would give equal attention for the chance to land a business card order.
So why bother?
First, because Peter recognizes that he has received a gift from within his network. It's a story that I will tell to others (even if I didn't have a blog platform). It encourages me to send the next referral his way. And the next.
Second, it’s a story that Jennifer will tell to others.
And finally, the obvious: this might start as a small order, but Peter now has the inside track as this startup grows.
Respond immediately, both to the referral and to the one who gave you the referral.
Treat everyone like a Rockefeller (wait, this is Massachusetts. Make that a Kennedy) until you know otherwise.
There is never a day when it is not in your best interest to demonstrate your highest and best service. Terrible English, perhaps, but it's the blog subject matter that is perfect, not the blogger.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.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 salesvault.pro.