WHAT Are You Waiting for?

Dear ToddCohen.com Sales Community,

Forgive me, for I am about to rant a bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing?

When we are given a lead, this is a warm lead and hence needs to be addressed immediately. There is no other way. Period.

I have, in the last few days, made personal referrals for people, and I am stunned to find out that calls to follow up have not been made. Color me clueless as to why!  As a sales professional, I have made it my business to network and develop relationships to build my business – whether it’s a sales territory or my own consulting business. That’s our job as a sales community. The best sales pros know this! If someone is kind enough and thinks enough of me to make a referral, I drop what I am doing and call that party. Any other response is just not acceptable. By not calling, I am demonstrating a lack of interest and no sense of urgency. As the person making the referral, quite frankly it’s embarrassing to hear that the people I have referred have not followed up in some fashion to acknowledge the lead. I don’t care how busy you are. Use your cell phone or PDA and leave a message.

Selling is hard enough and takes so much time to develop our business. Don’t make it harder by sending the wrong message to people who think enough of you to extend themselves on your behalf. I have learned that people will refer you once. Please be smart and do the right thing.

Thank the person making the referral, make the call, and get selling!

OK – Rant over!

Good Selling!


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