Follow Up Immediately After a Referral

We have previously discussed times you should always ask for a referral. Today, let’s discuss why it’s important that you follow up immediately – not only to thank them, but also to find out why they gave you a referral. You might think that it sounds self-deprecating or overly modest to ask “Why?” Actually, it’s not. You want to know which aspects of your sales delivery mechanism impressed that person enough for them to want to refer you.