As we’ve written about previously, there are a lot of similarities between dating and sales. Parts 1-3 of this blog series can be found here:
- Cold Calling is Like Dating
- B2B Sales Lead Development is Like Dating
- Sales is Like Dating: Inbound Leads
Referrals
Referrals are like inbounds in the sense that they don’t come around that often. Referrals are great for a prospect and company because there is third-party verification right out of the gate. On the downside, there is also an added level of risk involved, as you have to live up to the hype that has been said about you or risk making a liar of your referrer.
The best way to handle referrals is carefully. In both dating and sales, it’s tough to get a good introduction. There is very little to gain for the ethical matchmaker. So, treat these types of leads with extra care and respect because blowing it really means blowing two deals at once. Additionally, news spreads, whether it is good or bad. So, the way you handle your referrals can have a lasting impact on your future success or failure.
The main takeaway here is that while inbounds and referrals are rare, they should be treated with special care and attention. Inbounds have gone out of their way to let you know their interested. Referrals come in because someone else has put himself out on the line for you. Both of these types of leads therefore deserve your A-game.
For more on how to handle B2B sales leads, read this blog on B2B sales pipeline management. Feel free to contact us with any questions.
