Calling The Referral 
(Note: This is to many people the hardest call. However, don't let it be. Have pride in yourself, your product, your company, and most of all, remember how much people HATE shopping for cars, so having a friend of a friend is better than nothing.) 

CDR:Is this Mr. Smith 

CDR: Mr. Smith am I interrupting anything? 

Cust: Who's this? 

CDR: Mr. Smith my name is _________ from Gresham Toyota. The reason I am calling is: We recently had the pleasure of doing business with a friend of yours (give their name) Well, in the course of the conversation your name came up as someone who just may be considering a new vehicle, Is that true? 

Have you seen (the person we sold)'s new vehicle yet? 

Have you had time to go out and look around yet? When can I have a bit of your time to show you our vehicles, show you how easy we are to do business with, and most of all show you how great our prices are? When would be good time to get together, are afternoons or evenings better for you? 

Would this evening after dinner be good or would later be better?