Written by: Vickie Sullivan  |  March 12, 2015

Why You Don’t Get Business From Referrals

Referrals.  What’s not to like?  You talk to a buyer who is ready to buy.  They are qualified (at first, anyway).  They are just as interested in talking to you.  Hey, they even return your calls.  Those conversations are a lot more fun than talking to strangers, aren’t they?

The problem: referrals are not a done deal.  There are hidden barriers out there that don’t have anything to do with how well you communicate your value.  This article from RainToday outlines the top three reasons these “sure things” fizzle out later. This short trip to the dark side isn’t all gloomy — I give you specific questions to ask that will unlock conversations that cut through the clutter.

Remember, referrals give you a temporary benefit of the doubt. Use that advantage wisely.

Other Resources You Might Like:

• Referrals:  What To Do Once Your Foot’s In The Door
• How Buyers Choose When Faced With Many Options
• B2B Service Firms