‘How (and Why) to Kick Off a Referral Sales Initiative’ – HubSpot
Joanne Black says, “When you’re looking for a new accountant, lawyer, technology solution, bank, or even hair stylist, I bet you don’t just pick one at random. Sure, you do a little Internet research. But when it’s time to narrow down the options, where do you turn? You ask the people you trust whothey trust.
You ask them for referrals.
Referrals Rule in Sales
Most buyers shop the same way. In fact, a Nielsen study revealed that 90% of consumers trust their peers far more than ads. Granted, this was a consumer study, but people are people, so the same logic easily applies to B2B. People still connect with one another. And they still talk — especially before spending money”.
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