How can you encourage a referral source to follow-up with your customers?

1 Build trust and rapport

The first step to encourage your referral source to follow up with your customers is to build trust and rapport with them. You can do this by showing genuine interest in their work, goals, and challenges, and by providing value and support to them. For example, you can share relevant information, insights, or resources that can help them solve a problem or improve their outcomes. You can also ask for feedback, testimonials, or case studies that showcase their success with your products or services. By building trust and rapport, you can establish yourself as a credible and reliable partner who cares about their success and their customers.

3 Provide tools and guidance

The third step to encourage your referral source to follow up with your customers is to provide tools and guidance for them. You can do this by creating and sharing a follow-up plan, script, or template that outlines the best practices, tips, and techniques for following up with your customers. For example, you can suggest the optimal timing, frequency, and mode of follow-up, as well as the key messages, questions, and objections to address. You can also provide tools such as email templates, call scripts, or CRM software that can help them track and manage their follow-up activities. By providing tools and guidance, you can make it easier and more effective for your referral source to follow up with your customers and close more sales.

4 Follow up with your referral source

The fourth step to encourage your referral source to follow up with your customers is to follow up with your referral source yourself. You can do this by checking in with them regularly, providing feedback, support, and encouragement, and celebrating their achievements. For example, you can send them a thank-you note, a reminder, or a status update after they refer a customer to you, or after they follow up with a customer. You can also ask them how the follow-up went, what challenges or opportunities they faced, and how you can help them overcome or leverage them. You can also acknowledge and appreciate their efforts, results, and contributions, and share success stories or testimonials from your customers. By following up with your referral source, you can show your appreciation, reinforce your relationship, and inspire them to keep following up with your customers.

5 Ask for referrals and feedback

The fifth step to encourage your referral source to follow up with your customers is to ask for referrals and feedback from them. You can do this by expressing your gratitude, asking for referrals, and requesting feedback. For example, you can thank them for following up with your customers, ask them if they know anyone else who might benefit from your products or services, and invite them to share their opinions, suggestions, or recommendations on how you can improve your products, services, or processes. By asking for referrals and feedback, you can generate more leads, improve your offerings, and demonstrate your commitment to continuous improvement and customer satisfaction.

6 Keep the loop open

The sixth and final step to encourage your referral source to follow up with your customers is to keep the loop open with them. You can do this by staying in touch, updating them on the progress and outcomes of your customers, and involving them in the customer journey. For example, you can send them regular newsletters, reports, or updates that highlight the benefits, value, and impact of your products or services on your customers. You can also invite them to join you in customer meetings, events, or webinars, or to co-create content, offers, or solutions for your customers. By keeping the loop open, you can maintain and strengthen your connection, collaboration, and trust with your referral source, and create more opportunities for follow-up and referral.

7 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?