Would you rather spend your follow up time and efforts responding to leads that found you via a Google search for the lowest rates, or the referred friend of one of your closed clients?
Customers are 4x more likely to buy when referred by a friend. [Source: Neilsen]
It is no secret that it is a lot more productive and fun to follow up with a warm referral from a closed client versus an online lowest rate shopper. From your very first contact with the referred friend of a closed client, both of you start from a much higher level of trust. This translates to a much shorter sales cycle and, let’s face it, it is always a lot more enjoyable to talk to someone for the first time who already likes you on some level because they trust the person who referred them to you. The warmly referred person is already more open to your expertise and guidance since they have a trust they have ‘borrowed’ from their friend that referred you.
Off the top of your head, how many new contacts have you gained this year from closed client referrals?
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