“Those people who develop the ability to acquire new and better forms of knowledge that they can apply to their work and to their lives will be the movers and shakers in our society for the indefinite future”. – Brian Tracy
Driving More Referrals
A referral is any opportunity that is recommended or aided by another person. This means there are a few different types of referrals and they come from two sources.
- Customer Referrals
- Non-Customer Referrals
Customer referrals are referral opportunities generated by current or past customers.
Non-Customer referrals are referral opportunities that come from other elements of a sales professional’s life. (Personal relationship, specific need, or favor from a friend)
Importance of Topic:
Now that we understand the main forms that referrals can take, we need to further understand the motivating forces that cause individuals to give a referral. Once we understand those, we can leverage them to get more referrals.
A referral is in essence a social contract, between the referrer and the person they refer. In this social contract the referrer is using their relationship, expertise and experience to vie for an opportunity on behalf of the sales professional.
Future and pondering questions of how this topic can help your future organization?