Why Sales Referrals are Important to Your Business

Referrals are a proven way to generate high-quality sales leads for your business. If done right, they can become a powerful sales engine and help you improve your close rate. Asking for a sales referral is simply getting your brand or product referred to another company or individual. Ask your existing or new customers to introduce you to possible leads that could also benefit from your product.

Your referral leads could have a high closing rate because you’ve been introduced to them by someone they trust. Additionally, they usually operate a similar business, probably in the same industry, and have similar needs and pain points as those of your customers who referred you to them. Some salespeople fear that asking for referrals could portray them as pushy and ruin their rapport with customers, or even worse, endanger a deal.

However, avoiding referrals could mean losing worthwhile sales opportunities. Asking for referrals is one of the top B2B sales strategies for building a better pipeline. It’s recommended to ask soon after a deal is closed. Seize the valuable moment after someone buys from you to ask for warm introductions. This is a time when your new customers are happy and more likely to tell others about your product.

Referrals can also be won through your existing customers. Make a list of customers with whom you’ve built a strong relationship, are loyal to your brand, are similar to other ideal clients, or are more likely to spread the word about your product. Then, use best practices to ask these customers for referrals.

Referrals are a powerful asset to increase your sales success. Did you know? B2B companies with referrals have a 69% faster close time on sales. More statistics below show why getting referrals is an excellent sales strategy.