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.
Source: Sales trainer/author Paul McCord
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.