C Contacts Rarely Refer
About half the people you meet will fall into this group either because they rarely refer clients elsewhere or already have a strong relationship with a competitor. A simple newsletter or occasional invitation keeps the door open without wasting significant time.
B Contacts Have Real Potential
Roughly 40 percent of new contacts might reasonably send you 1 to 5 referrals a year. Following up with this group twice annually and scheduling a face-to-face meeting when the conversation shows promise is usually worth the investment.
A Contact Deserves Real Investment
About 10 percent of your contacts either need your services directly or could genuinely refer you more than 5 times a year. These contacts deserve your highest level of follow-up and relationship-building effort.
Final Thoughts
Prioritising your referral contacts honestly rather than treating every new connection the same is the first step toward reaping real referrals more efficiently. Sort your last 10 new contacts into A, B and C categories this week and follow up with your top A contact first. Time invested where it truly counts always outperforms time spread thin across everyone.
