How do you follow up with referrals and introductions from existing clients?

2 Be prompt and personal

Once you have the permission, don't delay in contacting the referral or the introduction. You want to strike while the iron is hot and show your interest and enthusiasm. However, don't be too pushy or generic. Use a personal and friendly tone, mention your mutual connection, and explain how you can help them solve their problem or achieve their goal. You can also share some relevant information or resources that demonstrate your expertise and value.

3 Follow up with a purpose

After your initial contact, you need to follow up with the referral or the introduction until you move them to the next stage of the sales process. However, don't follow up just for the sake of following up. Have a clear purpose and a call to action for each follow-up message. For example, you can ask for a meeting, a demo, a referral, a testimonial, or a feedback. You can also provide some additional value, such as a case study, a white paper, or a free trial.

4 Track and measure your results

To optimize your follow-up strategy, you need to track and measure your results. You can use a CRM system, a spreadsheet, or a calendar to keep track of your referrals and introductions, their contact details, their status, and your next steps. You can also use some metrics, such as response rate, conversion rate, referral rate, and revenue generated, to evaluate your performance and identify areas for improvement.

5 Nurture your relationships

Following up with referrals and introductions is not a one-time event. It's an ongoing process of nurturing your relationships with them and providing value. You can do this by staying in touch, sending thank-you notes, offering support, sharing insights, asking for feedback, and celebrating their success. You can also ask for more referrals and introductions from them once you have established trust and rapport.

6 Appreciate your existing clients

Last but not least, don't forget to appreciate your existing clients who have given you referrals and introductions. They have done you a favor and helped you grow your business. You can show your gratitude by thanking them personally, sending them a gift, giving them a discount, or featuring them in a case study. You can also ask them for testimonials, reviews, or endorsements that you can use to attract more referrals and introductions.

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?