Referrals make selling easier.
So why is getting and managing them so difficult?
This perplexing research may be the answer: 83% of customers are willing to give referrals. But just 29% of customers do it, a Texas Tech study found.
Apparently many salespeople don’t ask, don’t follow up when they ask or don’t know how to handle the referral.
But, “the referral mindset starts before a sale is made,” says Michael Tracy, Founder of Sales Journey. “See every prospect as a potential referral source. It’s about beginning the relationship with the end in mind.