How I Keep My Sales Pipeline Packed (Referrals)

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1. C. Lee Smith “And that means you have to deliver real, tangible value for your customers. But if you have delivered, all you need to do to earn a referral is follow this four-step framework…” 1. Confirm Your Value

   In Referrals

2. See the difference here? “The best way to make this step more successful is by doing a lot of the work upfront. And that means passing on this template the referral source can use.” Hi [NAME],

   In Introduction request scripts

3. Referral leads bypass all that time-consuming rapport-building right off the bat. And that means they’re more likely to convert. “Marketo found that referred leads have a better conversion rate than any other channel—at 10.99% from lead to opportunity, 3.74X the average rate. Compare that to sales prospecting (0.90%, 0.31X), inbound (3.82%, 1.30X), paid marketing (2.98%, 1.01X), and email (0.55%, 0.19X).” C) Easier Closing

   In Referral pipeline reporting

4. See the difference here? “The best way to make this step more successful is by doing a lot of the work upfront. And that means passing on this template the referral source can use.” Hi [NAME],

   In Referral request wording

5. 1 Day – Follow up with the buyer and ask if they’ve sent the email. “1 Week – Follow up with the buyer and ask if they’ve sent the email. Add the potential buyer on LinkedIn. Your introduction message should mention the previous buyer.” 1 Month – Follow up with the buyer again. Now start prospecting the potential buyer, regardless of whether the introduction has been made.

   In Referred-contact follow-up

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