RAB Insights

RAB Research Archive

Calling the referred prospect

The natural inclination when you've received a referral is to pick up the phone and call the prospect. Wrong move.

When you simply pick up the phone and call, you're giving the prospect the opportunity to determine you're nothing but another tele-marketer and to mentally cut you off before you even have the opportunity to bring up your client's name.

There are a number of ways of contacting a referred prospect, but the key is to get a personal introduction, not just a name and phone number.

Source: Sales trainer/author Paul McCord