Step 7:  Make sure you have a follow up process that converts

People hate being sold to, but they love to buy things.

- Emmett Miranker, Head of Business Development at 17Terawatts

Generating a referral is half the battle, you still have to close it!  Develop an airtight sales process that is designed to prevent referral leads from “slipping through the cracks,” and also ensures a timely introduction from your company.  Acknowledge that your new sales prospect was a referral to re-up the trust inherent in a referral lead.  Take a moment to mention your referral program here.  Ultimately, you will want this new prospect to send you referrals of their own, begin laying the groundwork immediately.