When someone hands you a business card and says, “you should call this person,” it’s not really a referral. Without more information, it is more like they’re sending you on a cold call. Cold calling is way down the list of favorite prospecting activities for most salespeople, and sometimes that frustration can spill over to referrals.
Your goal should be to turn that tepid referral into a meaningful introduction. It may take a little more work on the front end but it will reap significant rewards on the back end. Just as you should qualify prospects at the beginning of the sales process, you should qualify your referrals as well. Ask some qualifying questions about the prospect, before you accept that business card or make contact to make sure this person would be an ideal client for you and to discover some insight into their problem.