This lesson looks at what Referral Introductions are, why we need them, how we create them, and what you can actually do to incorporate referrals into your sales process.
About 2/3 of new business comes from referrals, so it makes sense to optimize this as part of our pipeline generation. People are 4x more likely to buy from a referral. So more referrals in the pipeline means a better closure rate.
83 percent of satisfied customers are willing to refer products and services, but only 29 percent of salespeople actually ask! So there’s a gap here to fill. If you don’t have a systematic approach to referrals, it’s time to start.