A referral that has genuine potential for a successful sale is what every business wants. A referral is more than simply a name on a piece of paper or in a spreadsheet or database. Business referrals are more than simply a lead: They are a key aspect of successful business networking. But what makes for a good referral?
Connection
A good referral makes a strong connection between a potential customer and a business. One has a need; the other has the products or services that can fulfill this need. This relationship between the two may seem like common sense, but ensuring that your referrals are making this connection is not as easy as it seems. Take the time to understand your customer’s needs to make sure you aren’t wasting anyone’s time.
Authenticity
You can try to upsell a business’s products or services, but never cross the line of misrepresentation. Being honest about the prospect will always be appreciated on all sides, and this honesty helps build trust from the start.
Consent
You may have a connection that seems perfect, but you should never assume that connection will automatically exist without checking in with both parties first. Particularly in today’s environment of privacy concerns, a potential client may not appreciate receiving what appears to be a cold call from a business that you have shared a name with, so you should always get permission from both sides to bring them together.
Follow-Up
Whether or not this connection translates into a successful sale, following up with your client allows you to evaluate your referral process to see what is working or what needs improvement. It also maintains the relationship between you and the client. Even if your services aren’t needed by the original client anytime soon, following up keeps you fresh in the client’s mind and subsequently, they will remember you for future referrals.
Perxi offers business resources that can help you identify what makes for high-quality sales opportunities. Find out how the Perxi team can help you increase your business networking reputation.