Should You Bother Accepting Referrals If They're Not From Clients?

    Posted by Pete Caputa on Nov 3, 2008 2:02:00 PM

    I was thinking about this the other day. Recently, I've been getting a bunch of referrals from people who are not my clients. For one reason or another, they haven't become a client yet. However, they are in love with what we do at HubSpot, recognize the value we provide and continue to refer people. I'll call anyone that has expressed a need or interest in my service.  However, these referrals are rarely as qualified as a referral I receive from a client.

    A note that Rick Roberge wrote to a prospect about "referrals from clients" caught my attention: 

    You asked yesterday how you could help me. Honestly, you can't. We met through an introduction, but the intro came from my client. Client's can refer. If you made a referral and they asked you, "What has Rick done for you?" What can you say? "Nothing. I don't need him." "Nothing. I can't afford him." "Nothing. I don't like him." I refer my clients and they refer me. I become an integral part of my client's business. We over-help each other and we deserve it.

    It's very true. People who aren't your clients aren't really equipped to refer you the right prospects.  Why do you think that is?

     

    Topics: sales, referrals

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