Your prospects, like food in your refrigerator, are perishable and 
therefore need to be contacted quickly. Otherwise, you get something like the picture to the right...
Each day you let slip by without making initial contact with your referral dramatically reduces the probability of your making the sale. Develop the habit of contacting your referrals within two business days or sooner.
Have a system to keep track of your referrals so they do not end up falling through the cracks. It is critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.
Keeping in touch with your prospects on a regular, systematic basis is what separates the mediocre sales professionals from the great ones.
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