Q: How Do You Ensure Referral Source Success?

Our research of 600+ companies (incl. SaaS, professional services, and financial services) revealed who, what, when, why, and how people actually refer high volumes of profitable business.

So, here’s the Real Deal about how to engage with your chosen B2B referral sources:

1.  Spend time to understand the kind of support each referral sources needs so they can be successful at bringing you the business you truly want.

2.  You need to do more than provide your chosen referral sources with an understanding of your offering(s). Referral sources are better equipped to refer you when they understand your company’s culture. They want to feel confident that there is a “fit” between your organization’s culture and the culture of the company they are referring to you.

3.  The most effective referral sources are those people who recognize the value in the feedback you give them about their efforts to bring you opportunities.