Why are referrals such a great source of sales leads?
Think about it – what could be better than a respected businessperson bragging about the quality of your products, services, and/or customer service to their equally well-respected friends and associates? Do you think this kind of input might jump-start some sales cycles? Plus, which is more fun (and profitable): working with prospects who already think favorably of you and your company, or trying to get the attention of people who have no idea who you are, what you do, or the level of service that you provide? This brings up a very important point, which is that all referrals are NOT created equal! Here are four categories of referrals, ranging from MOST effective to LEAST effective: 1. Live, In-Person Introduction This is when your contact walks you over to a potential prospect and makes a live, in-person introduction. Ideally, the introduction includes a glowing testimonial about you, your products or services, and your company. 2. Live Telephone Introduction If time or circumstance
