FIVE WAYS TO MAKE MORE SALES WITH REFERRALS. 

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. More- http://www.trustpointtx.sandler.com/pressitems/show/14839/1421