{"id":10170,"date":"2024-02-08T09:30:00","date_gmt":"2024-02-08T14:30:00","guid":{"rendered":"https:\/\/blog.primaressource.com\/?p=10170"},"modified":"2024-02-29T16:27:27","modified_gmt":"2024-02-29T21:27:27","slug":"referrals-the-sweetest-valentine-you-can-get","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/referrals-the-sweetest-valentine-you-can-get\/","title":{"rendered":"Referrals: The Sweetest Valentine You Can Get"},"content":{"rendered":"\n<p>With Valentine&#8217;s Day just around the corner, sales professionals are showing the love in full-force, showering their prospects with warm-calls &amp; follow-up emails to secure those first-base meetings. But what if I told you that the sweetest Valentine you could get would come from <strong>picking up the phone &amp; calling someone you already know<\/strong> (and who reciprocates the love!)? That\u2019s right,<strong> I\u2019m talking about referrals!<\/strong><\/p>\n\n\n\n<p>I\u2019ll admit, asking for a referral can feel as nerve wracking as asking for a date! At first, <strong>I was hesitant to ask clients for referrals because I felt it was asking for a favour<\/strong>. I quickly found out after overcoming the jitters, that not only is it a lot less daunting than it may seem, but <strong>most people are genuinely happy to provide a referral <\/strong>(bonus points if you can reciprocate!).<\/p>\n\n\n\n<p>Over the past few years, I\u2019ve made a concerted effort to ask my clients for referrals, and after completing our yearly analysis, the true impact of those efforts were apparent; <strong>over 80% of our new business was sourced from referrals!<\/strong><\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Still have cold feet about asking for referrals? Consider the facts:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>People are 4 times more likely to buy when referred by a friend or colleague.<\/li>\n\n\n\n<li>84% of B2B decision makers start the buying process with a referral.<\/li>\n\n\n\n<li>The lifetime value for new referral customers is 16% higher than non-referrals.<\/li>\n\n\n\n<li>87% of frontline salespeople, 82% of sales leaders, and 78% of marketers agree that referrals are the best leads your business can get.<\/li>\n\n\n\n<li>69% of B2B frontline salespeople, 70% of sales leaders, and 67% of marketers believe that referred leads close faster than other leads.<\/li>\n<\/ul>\n\n\n\n<p>(Source: REFERRALSAASQUATCH.COM)<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>From the referred prospect\u2019s perspective:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>73% of B2B buyers prefer to work with sales professionals who have been referred to them by someone they know.<\/li>\n\n\n\n<li>76% of B2B executives prefer to work with vendors recommended by someone they know.<\/li>\n\n\n\n<li>Having a personal connection with a buyer, such as through peer recommendation or referrals, makes you 4.2 times more likely to get an appointment.<\/li>\n\n\n\n<li>B2B buyers are 5 times more likely to engage when someone else introduces them to your company.<\/li>\n<\/ul>\n\n\n\n<p>(Source: referralrock.com)<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Now that the importance of referrals is crystal clear, it&#8217;s time to start developing your <strong><a href=\"https:\/\/teneoresults.com\/blog\/referrals-your-powerful-prospecting-tool\/\">referral strategy<\/a><\/strong>.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Don&#8217;t let a valuable referral be the one that got away!<strong> Keep in mind the following traits that sellers need to have to capture and maintain a buyer&#8217;s attention:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Healthy respect for their time; it&#8217;s valuable to them and should be to you.<\/li>\n\n\n\n<li>Ability to lead meetings in an organized and concise manner.<\/li>\n\n\n\n<li>Tenacity.<\/li>\n\n\n\n<li>A genuine interest in building relationships with their clients.<\/li>\n\n\n\n<li>Integrity.<\/li>\n\n\n\n<li>The insights to ask thought-provoking questions that show an understanding of the prospect&#8217;s business.<\/li>\n<\/ul>\n\n\n\n<p>Be strategic, be proactive, and be brave when asking for referrals to secure more new business and build a strong pipeline in 2024 \u2013 because referrals truly are the sweetest Valentine you can get!<\/p>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Asking for a referral can feel nerve wracking. After considering the stats &#038; testing the waters, not only is it a lot less daunting than it seems, but most people are genuinely happy to provide a referral (bonus points if you can reciprocate!).<\/p>\n","protected":false},"author":26,"featured_media":10159,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[140,123,122,175,141],"tags":[179,176,180,177],"class_list":["post-10170","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-growth","category-prospecting","category-sales-growth","category-sales-prospecting-2","category-sales-strategy","tag-prospecting","tag-referrals","tag-referralstrategy","tag-salesstrategy"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Referrals: The Sweetest Valentine You Can Get<\/title>\n<meta name=\"description\" content=\"What if I told you that the sweetest Valentine you could get would come from picking up the phone &amp; calling someone you already know (and who reciprocates the love!)? 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