Referrals are often the most revered and sought-after aspects of business development. This is unsurprising, considering that when someone refers you, you have a qualified lead on your doorstep—or rather, your inbox.
Last month, we discussed the difference between a referral and a lead. A referral is a personal introduction to a qualified lead. A qualified lead means they need your services. They know who you are and how you can help them. And the introduction comes with a stamp of approval from someone they presumably know, like, and trust. As a result, they are primed to become a client.