|
|
 |
|
|
|
|
What are Warm Referrals?
A warm referral or introduction involves a personal phone call or visit where one takes the time to explain why they are making the introduction and why they believe there may be a good fit.
While cold leads, deals in play or hot tips are always appreciated, often they are nothing more than a cold call; please do not send me any hot tips, and I will promise not to waste your time with "deals in play." If there is not a warm, personal introduction to a senior executive, then it's just not going to work.
Instead, what I’m really looking for are warm introductions and qualified referrals. My referral sources can count on warm introductions and endorsements from me, and that’s what I’m looking for in return.
A warm referral has these attributes:
- The referral source will phone the prospective client in advance, and endorse us.
- The referral source explains why there is a good fit between the two companies.
- The referral source will often arrange for a meeting where the three of us are present.
- The referral source warmly advocates for us because they are familiar with our capabilities and the success that our clients have experienced by working with us.
My expectations are that we would each provide one another with at least one warm qualified referral annually, and more frequent warm introductions, leads, tips, market data or other helpful information.
|
|
|
|
|
|
