Referrals and Introduction06.03.2014
Referrals work because they involve a transmission of trust. The trust that your client has in you and your organization is transferred quickly to the new contact. Conversion ratios are improved (in one case better than 3:1 from first contact) and time lags are reduced. Referrals are probably the most effective and efficient way of developing business – low effort for high reward.
By Richard Higham