The Referral Process–Step 3

The referral process (CLICK HERE to read a short overview of the referral process) can be broken down into eight easy steps. In a blog entry I posted last Monday, I explained step 1 (Your Source Discovers a Referral) and step 2 (Research the Referral).  Today, I am going to talk about step 3. Step 3.  Check Back in with Your Referral Source After learning all you can about the prospect's company through your outside research, it's a good idea, especially if the referral appears to be complex or of very high value, to call your referral source back to ...