Sometimes when you call a person who was referred to you the person on the other end of the phone is not really wanting to meet with you. There are several options.
1) You can push forward, and not get the meeting.
2) You can just give up.
3) You can push forward and GET the meeting, thus perhaps damaging the chances of making a sale and or getting referred again by the person who is referring you.
4) Or you can create a hopper system. A hopper system will allow you to nurture the person along in your referral marketing. It gives the prospect a chance to “get to know you” so that he or she will feel more comfortable. This is an important part in referral marketing.