Tribe - Tribal Sales Knowledge

Securing Referral Introductions

March 16, 2021 Alistair McQuade Season 1 Episode 5
Tribe - Tribal Sales Knowledge
Securing Referral Introductions
Show Notes

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.