While you certainly can't meet all of these people for coffee each week, you can find ways to stay on their referral radars. Here are just a few ideas:

Mine your database. There's no excuse for failing to follow up. Use your database to record relevant contact information and provide ticklers for future conversations.
Use social media to share your expertise. Social media is not the place to sell, but it is a great platform to pose questions, answer questions, and communicate valuable information — either your own ideas or content from other thought leaders.
Write a blog. Keep them short, and post at least weekly. You have valuable industry insights, experience, and information that would be relevant to your clients. Link your blog directly to LinkedIn so your contacts see when you post.
Solicit feedback. Communication is key to keeping current customers happy, not just during the sales process but also during and after implementation. Check in regularly to find out what they're delighted about, apprehensive about, or don't understand. This builds trust and customer loyalty, and turns clients into prime Referral Sources.
Show appreciation. Take any opportunity to thank those who have helped you in some way. It's not only good manners; it's a great excuse to reach out and nurture valuable sales relationships. Say it in person or via email. Or better yet, stand out by sending an old-fashioned thank-you note.

In sales, timing is everything. Referrals are everything. And the fortune is in your follow-up!

Special Reports /

Are referral leads waiting in your inbox?

Related Stories

Recommended For You