In This Chapter
Knowing where and when to find a referral
Following six downright potent steps to better referrals
Confirming opportunities to connect with your referrals
Keeping up your search for referrals no matter what
For many seasoned salespeople, referrals are a major source of new business. Clients who come to you from an existing client’s recommendation are usually more inclined than cold-call clients to want to own your product, service, or idea. Why? Because they already have positive feelings about you and your offering — and the source of their positive feelings is someone they already know and trust. This is what we refer to as a prequalified lead. Prequalified, referred leads are usually slam dunks: The prospective client is already sold on you because the person who referred you to him thinks you’re a true pro. So with referrals, you enjoy tremendous credibility right from the start.
In fact, when it comes to qualified referrals, studies show a 60 percent closing rate. Compare that impressive figure to a closing ...