I ran across several situations that triggered me to do a little research on how businesses follow-up on their potential and current clients.

 

I was amazed by the numbers I found, and a bit confused on what I am looking at.

 

Here is a quick case study;

• 100% of the referrals where given to business.
• 14% of the businesses immediately took the referral and out of the 14% only
• 1/3 of the businesses attempted to contact their referrals within the first 24 hours.

 

This was again a sobering reminder that only a few businesses do the majority work.

 

Now I have posted the question to myself. What does it take to increase the 14% to a much larger number?

 

• Looking for new businesses to give referrals too?
• Just not to give referrals out at all?

 

Not giving out referrals ….that be silly……this would totally goes against the personal service we as business owners offer to our clients. I guess there is no other option than removing all of the businesses out of the rolodex who are not following through and replace them with business that will.