“If you build it, they will come.” We aren’t talking about a cornfield in Iowa, but the statement rings true in sales, nonetheless. This is especially true when discussing building rapport, and for sales leaders looking to build a robust referral pipeline, it simply cannot be overlooked.
Referrals are the golden goose of sales leads and prospects. They come prepackaged with a seal of approval from a trusted source, they already have an idea of the type of solution you provide, and they can move through the sales process faster than prospective clients that are cultivated through cold outreach. Recent studies have shown that around 85% of decision-makers start the buying process with a referral.
It’s doubtful you’re picturing an old fashioned gold prospector with long-johns and a shotgun.
