Do Not Underestimate the Importance of Crafting Your Introduction

Referral selling works.

Introductions to potential clients by your own satisfied customers grease the path and shorten the value selling cycle. And the conversion rate from prospect to buyer is more than 50%.

To make your referral even more likely to result in a value sale, think through how you ask for a referral. The more clear you are about the people you would like to meet, the more able you will be to help them. Here are criteria to consider as you formulate your referral request:

• Your ideal client company. Be specific about size, industry and geography (if it matters where your client is located).
  
  
• Your ideal buyer. Describe their function and level.
  
  
• Your ideal business situation. Be clear about what business problems you can solve.

With a little coaching, you can craft your introduction so your referral source knows exactly who you would like to meet: the right person with the right need at the right organization.