Why Referrals Are Gold, But Not Enough – Warming Up Your Leads Like a Pro
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Hello and welcome back to the You Can Podcast. I'm your host Sarah Jolly Jarvis and welcome to episode 34. So what we're going to do this week is we're going to be talking around why referrals are that best kind of lead, why you want referrals in your business, but why you shouldn't rely on them. I know I don't tell you if something's great and then I go and tell you that not to rely on them totally, but we're going to be talking about how to create a warm lead experience for non-referral leads. So how are we going to warm up those leads to help people to get to the point where they feel confident to buy from you. And that's what this thing is all about. This is what this process is all about. It's helping people to get to a point. What you want to do really is have somebody so warmed up, so confident that when you get onto a call with them or when they head onto your landing page, whatever way it is that they buy from you, that person is as convinced as a referral. That is the optimum. That's what you're really wanting to achieve. Okay.
And referrals are the very best type of a lead that you're going to get. And the reason for that is, is that they tend to come from people who you know, who you like, who you get on with well, who you might have worked with before. And so they are normally of a similar type of personality, a similar approach, or at least they get on with that individual. And so they are not just, just some random, they are more likely to be somebody who you're going to work well with. They're also going to be way more informed and way more confident because they have been told by somebody they trust, they know, like and trust that you are a good option. And that is why these people come to you already so pre-sold, so confident, so interested.
Because they have got that connection with you and that person that they rate and whose opinion they care about has told them that you are good. So that is why they are those sorts of leads that you'd really like to just make multiple of, just clone them all. but you can't. So what you need to do is you can't be sat there waiting for past clients, people you know from networking, people you know from online, contacts that you have within business, your auntie Jo. You can't be just waiting for them to find somebody, to know somebody to send in your direction. You need to be a little bit more proactive than that. I speak to people regularly who have relied purely on referrals and the challenges is right and I totally get it is when you've got loads of referrals and people are coming to you and it's all so easy it's great and it keeps you busy and when you're busy you're not thinking you know what where's my next lead going to come from because you're busy serving and supporting and delivering for the leads that you've already got.
The problem comes is if that resource dries up, somebody retires, somebody moves on, somebody forgets about you, somebody uses somebody else as a referral partner, or they start offering that service themselves because they see how many people they send your way. And there is a little bit of a trick on that, but I will talk to you about that in a minute. But at the end of the day, it's the power of trust. They already trust that person and so therefore they already trust you and that person's vouched for you. It's an easier conversion. It makes you feel amazing at sales. I spoke to a salesperson about a year and a half ago now And they were, I was seeing if they would be a suitable candidate to work with me and to support me within my, it was at the time when I had a sales team, I was working with a sales team. And they were saying to me, yeah, you know, it's great because this individual, the leads come and they come through her Facebook group and they're already really switched on.
And I'm like, well, actually, then you're not much of a salesperson. I didn't actually say this to this person. Obviously, I was very polite and I nodded lots. But that individual isn't actually having to sell very much. They're not having to sell very hard or use their sales skills very much because they're almost like an order taker.
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