Entrepreneur: Anyone who has ever tried to keep an accurate count of how many “cold calls” led to actual, cash-in-your-pocket sales knows it isn’t an easy task. The good news is that measuring success from referrals is actually quite easy. We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. You might want to develop a similar one for your own use.
On this card, record the nature and source of each referral, how you followed up on it, how you handled it, and how you followed up with your referral source–through a thank-you note, a phone call, lunch or business. It’s not hard to look back at what you did and analyze how successful you were in getting business from your referrals.
The referral process is about committing to a series of actions designed to create a result not only for you, but also for the other people involved. It’s about measuring the results and improving the system. As long as you track your activities, it’s not hard to measure the results.
Is Your Referral Networking Working? [Entrepreneur]
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