The definition of a referral has become extremely diluted today. Most sales lingo generalizes different types of lead generation and unfortunately groups together terms because they seem similar. Terms like introduction and word of mouth buzz are explained to be the same as a referral. But nothing could be further from the truth.
3. “Hi. I know that XYZ company
could really use your help and
services. The contact is Tom
and here’s his number. When
you call him use my name.”
4. “Hey Stacey! I was talking to
my client Dan the other week
and mentioned you. He’ll
reach out.”
5. “Hey…Ed meet Stacey Randall
and Stacey meet Ed
Smith. You two are great
people and should know each
other…I’m sure there is some
synergy.
Happy connecting.”
6. “Stacey, I have copied Cindi on
this email. She and I were
talking the other day about her
need to grow her business and
I instantly thought of
you. Please connect to
schedule time for her to learn
more about you.”
7.
8. “Hi. I know that XYZ company
could really use your help and
services. The contact is Tom
and here’s his number. When
you call him use my name.”
NO –
THIS IS A
LEAD.
9. “Hey Stacey! I was talking to
my client Dan the other week
and mentioned you. He’ll
reach out.”
NO
AGAIN –
THIS IS
JUST
WORD OF
MOUTH
BUZZ
10. “Hey…Ed meet Stacey Randall
and Stacey meet Ed
Smith. You two are great
people and should know each
other…I’m sure there is some
synergy.
Happy connecting.”
NOPE –
THIS IS
JUST AN
INTRO.
(INTRODUCTIO
N)
11. “Stacey, I have copied Cindi on
this email. She and I were
talking the other day about her
need to grow her business and
I instantly thought of
you. Please connect to
schedule time for her to learn
more about you.”
DING,
DING,
DING…A
REFERRA
L AT
LAST!
12. What makes one an actual referral while the others aren’t?
13. Lead vs. Word of Mouth Buzz vs. Introduction vs. Referrals
14. When someone you know tells you a company may
need your service or product but doesn’t make a
connection for you. Yes, it is still a lead even when
they tell you to use their name.
15. When people tell you they have mentioned you or
talked about you. They may even share what they
said…like how awesome you are.
16. The person connecting you with a possible new client
introduces you to each other (normally via email) but
doesn’t state you should explore working together. They
typically use words like “synergy,” “great connection,” “get
to know each other,” etc.
17. When you are connected with a potential new client by
someone (the referral source) and they state the potential
new client expressed a need (problem, pain point) and
they know you can help them. The connection usually
happens by email but not always.
18. At the heart of a referral is the connection to a
need. Meaning how you are positioned by the
referral source (the person referring the prospective
new client to you) is what makes a referral an
actual referral.
19. What keeps a lead from being a referral.
What keeps word of mouth buzz from being a referral.
What separates an introduction from being a referral.
20. Read the full blog post and download the handy definitions cheat sheet
so you eliminate the guessing game.
www.growthbyreferrals.com/all-referrals-arent-referrals
