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?