Referral quality definition
What are the different levels of quality for referrals?
There are eight levels of behavior quality that a referral source can provide. Here they are, in ascending order:
1. Names and contact information from any source: Slightly better than a cold lead.
2. Authorization to use a referrer’s name: Indicates you’ve established good credibility.
3. General testimonial statement and/or letter of recommendation & introduction:
Demonstrates trust in you.
4. Introduction call: This takes the referral source participation up another notch and paves the way for an excellent introduction.
5. An outright recommendation of your business accompanied by a description of benefits.
6. Arranging a meeting indicating a deep trust in and approval of your business.
7. Face-to-face introduction and promotion: Your referral source is now actively engaged in selling your product or business.
8. Closed the deal: After your referral source has described the features and benefits of your product or business, he then closes the sale for you. The highest level of referral you can achieve.
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