Here is a dream scenario for anyone who works in sales and marketing.
A good friend and long-standing client suggested I connect with one of their corporate partners. It is an innovative company in a hot segment of the market, my client explained. And, of course, you should feel free to mention my name when you make an outreach.
Less than four months later that innovative partner is now a Strategic Communications Group (Strategic). I am so jazzed about our soon-to-launch campaign for ViiMed.
Customer referrals are a cornerstone for every organization. The lead quality outshines other sources and referred business closes at a much higher rate.
Yet, many organizations flounder when it comes to putting in place a sustained customer referral program. Why?
They fail to do the one, simple thing that is absolutely critical – ask for ‘em. In my case, I picked up the phone and inquired if my client knew of any companies I might find of interest. ViiMed was the answer.
As a marketer, you are well positioned to tap into your professional network to help the sales team identify new opportunities. Do it…and encourage your colleagues in product development, engineering and HR to follow your lead.