Referral selling seems pretty simple, right? All you need to do is tell your salespeople to ask for referrals. Why wouldn’t they latch onto their most powerful sales strategy? After all, referred salespeople:

• Score every meeting at the level that counts
• Arrive pre-sold, with trust and credibility already earned
• Fill their sales funnels with people who actually want to talk to them
• Shorten their sales process without incurring any hard costs
• Engage gatekeepers as their allies
• Convert prospects into clients more than 50 percent of the time(usually more than 70 percent)

No other sales or marketing strategy promises the same close rates or business development opportunities as referral selling. So why aren’t more salespeople doing it? Because referral selling might be a simple concept, but it’s not a simple process.

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