Episode #008 Show Notes:
Do you know what a referral really is? It's true definition - its two unique parts that separate it from other lead generation terms. And more importantly, do you know when you've actually received one?
Unfortunately we commonly confuse other lead generation terms or sales lingo as referrals which dilutes the definition of a referral. This dilution over time has turned referrals into more of a catch all phrase versus it being the single-handedly most valuable way to generate new clients.
Here are some highlights:
In today's episode we are going to set the record straight as to what is a referral and what it is not. Let's look at why we care first.
Why We Care:
What makes a referral the holy grail of new client generation is how easily they turn from prospect to client. They don't always turn to client but you have a better chance of closing a referral than a cold lead, warm lead or any other type of lead.
This has to do with a combination of trust being established early in the buyer's journey.
It is from this transferred trust:
you save time getting to a yes
you are more highly valued as a solution provider
price is less of a concern