Rule #3 Educate your contacts by what you say and do.
Think about the last time a contact sent you a referral? Did you take the time to send a thank you card. Did you keep him in the loop and share the results. Did you actually call the referral? If not, you just taught your contact to never send you a referral again.
Have you ever have a friend buy what you sell from someone else and when you mentioned it to her, she said she did not know that you did that? Ouch!
Whether we realize it or not, we are constantly teaching our contacts, either by the words we say and the action we take, or by our the things we don’t do. Here are a few questions to help you see how well you are educating your contacts.