How can you follow up after a referral?

1 Acknowledge the referral

The first thing you should do after getting a referral is to thank the person who referred you. Send them a quick email, a phone call, or a handwritten note to express your appreciation and gratitude. Let them know how much you value their trust and support, and how excited you are to contact the referral. You can also ask them for any additional information or advice that might help you prepare for the conversation.

2 Contact the referral promptly

Don't wait too long to reach out to the referral. Ideally, you should contact them within 24 to 48 hours after receiving the referral. This shows that you are interested, proactive, and respectful of their time. Use the preferred method of communication of the referral, whether it's email, phone, or social media. Introduce yourself briefly, mention the name of the person who referred you, and explain why you are contacting them. Be clear, concise, and courteous.

3 Provide value and relevance

The referral may not know much about you, your business, or your services. So, you need to demonstrate how you can help them solve a problem, achieve a goal, or meet a need. Share some relevant information, examples, or testimonials that showcase your expertise, experience, and results. Don't make it all about you, though. Focus on the benefits and outcomes that the referral can expect from working with you. Also, avoid being too salesy or pushy. You want to build trust and rapport, not pressure and resistance.

4 Ask for the next step

After you've established some value and relevance, you need to move the conversation forward. Ask the referral for the next step that makes sense for both of you. For example, you can suggest a meeting, a call, a demo, a quote, or a proposal. Depending on the situation, you may also ask for permission to send them some additional materials or follow-up questions. Whatever you do, don't leave the conversation hanging or vague. Make sure you have a clear and specific action plan.

5 Follow up and confirm

The last step is to follow up and confirm the next step with the referral. Send them a confirmation email or message that summarizes the main points of your conversation, thanks them for their time and interest, and reminds them of the next step. Include any relevant details, such as the date, time, location, agenda, or documents for the next step. Also, ask them to reply or acknowledge your confirmation, so you know they are on the same page. This way, you can avoid any misunderstandings, delays, or cancellations.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?