I’ve seen good referral relationships damaged by things that seemed insignificant at the time.
A slow return call.
A poor handoff.
Failing to acknowledge the introduction.
None of these sounds particularly serious. But the person making the referral notices.
A slow return call tells them their client may not be a priority.
A poor handoff makes the prospect repeat information that should already have traveled with the introduction.
And taking the referral for granted ignores the trust behind it.
A referral isn’t simply a lead source.
Someone has attached part of their reputation to the introduction.
That creates a responsibility.
When I received referrals, I tried to remember that the person sending the business had something at stake too.
Take care of the client.
Take care of the relationship.
The next referral tends to take care of itself.