An interesting post on EyesOnSales by Paul McCord got me thinking early this morning. He says to make sure you know how strong your referral is before contacting the prospect. Just because someone gave you a referral doesn’t mean that the prospect values that referral. Seems like common sense to find out what the relationship is and how strong it might be before acting on that referral.
But maybe it’s not common sense. Inquisix (as you all know!) maps the process of getting (and giving) referrals online. Just like a SFA system tracks a sale from lead to prospect to opportunity to close, Inquisix tracks referrals from search to ask to get to rate. Our data shows that the referrals with the best rating almost always have the best exchange of information at the ask and get stage. Why? Because at this stage in the referral exchange is where you are networking with another person to gain a referral from them. Thus, you are exchanging your bona-fides on why you deserve the referral and why they can deliver on the referral.
The best referrals provide you the opportunity to strengthen your reputation with not one but two parties – the person you’re asking the referral of and the person you’re getting the referral to. Makes sense to take the time to do it right!
All About Referral Selling 
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