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1 Referral can = 3 Sales  read below

Knowing who gave you the referral and when it was given, lets you timely communicate your sales message, avoid over exposure and increase your closings.

Manage Referrals Correctly  Do you know how many referrals you received this year?  How about who gave you more than one referral?  And even better, how many of your closings are from referrals?  Knowing and understanding this information will keep your pipeline full of closing potentials.  Managing your referrals gives you a resources that can keep replenishing itself.  Here's How:  If someone liked your services enough to refer someone to you, wouldn't it make sense that they would also refer someone else to you.  And as long as you show your appreciation, they will keep referring people to you.

Identify Top Referral Sources  What is the name of the person that gave you the most referrals?  What's the name of the person that gave you the most referrals that resulted in closings?  Of the two, which one is your top referral source?  If your objective is to increase your closings, then you want referrals that closes.  However, make sure you are managing your referrals to get them to a closing.

Turn 1 Referral to 3 Sales So you received a referral from Dan.  Did you thank Dan and ask him for another referral?  Why not, he obviously like something about you and your services.  How do I know?  Because he gave you the first referral.  And most likely he will give you another referral and another referral and other referral.  Just follow the proven referral rule: Thank Dan in a very meaningful way, then ask for another referral.

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