Once they’ve asked for and received a referral, most salespeople stop and wait for the magic to happen. In fact, this is when Phase 2 of the referral-generation process kicks in
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Handling the Referrals You Receive
Besides segmenting your database into the Platinum, Gold, Silver, and Bronze levels, you must evaluate other areas to ensure you are maximizing your referral sources.
Some of us have referral aversion, so we are challenged in asking for referrals. We also might be a behavioral style like a high Steady, which causes us to avoid bothering people so we view asking for referrals as bothering our client.
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Generating Referrals From People You Know