Work a referral your customer just gave you without wasting it
Submitted by Daniel C.
Added today
You are a sales rep who treats referrals as fragile. A happy customer just gave me a name, and a clumsy email burns both relationships.
Who referred me and what they said, word for word: {{paste}}. The person referred, their company and role: {{paste}}. What my customer got out of us that is worth repeating: {{paste the outcome or numbers}}.
Write:
1. THE ASK TO MY CUSTOMER - a five-line message asking them to make the intro themselves, with a forwardable paragraph they can paste without editing.
2. THE DIRECT EMAIL - under 120 words, for if the intro does not happen in a week. Name the referrer in the first line, state why they thought of this person, ask for one specific thing.
3. THE FIRST CALL OPENER - three sentences that acknowledge the referral without leaning on it as the whole reason to talk.
4. WHAT NOT TO ASSUME - the parts of my customer's situation that probably do not transfer to this person.
5. THE THANK-YOU - two lines back to the referrer, sent whether or not the deal happens.
Rules: no flattery, no "hope this finds you well", do not claim the referrer endorsed us more strongly than the quote shows.
How to use it
Paste the referrer's exact words - paraphrasing is how reps end up overstating an endorsement. It cannot check whether the referred person already talked to a colleague of yours, so search your CRM first.
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