Referrals are magic
December 5, 2009
Can you identify your “raving fan” customers? Do they receive special treatment and participate in advisory boards, product and modification feedback programs? More importantly, are your best customers a source of plentiful leads?
The best “sales” movie beyond a doubt is Glengarry Glen Ross. If you’ve already seen it, watch it again as nothing reinforces the trials and tribulations of being a salesperson like this movie. It also highlights the perceived importance of quality leads…“I need the good leads!”
Too many unqualified leads and you have a problem; too few leads and you also have a problem. In terms of “good leads” nothing compares to referrals from satisfied customers. Referral leads have a greater likelihood of converting into qualified opportunities.
Therefore, your blend of lead sources should include referrals. If your sales and/or marketing organization lacks a specific initiative in this area, go proactive! Nothing prevents you from asking your happy customers “who do you know that could benefit from our (company’s) products and/or services?”
