implement a referral programme Advertising can drive traffic but it cannot deliver a sale, and it most certainly cannot deliver a referral. Conversion depends on a range of factors including the product, the price, and the service. It is driven by the level of customer satisfaction and the existence of a strategic referral programme. Despite […]

implement a referral programme Advertising can drive traffic but it cannot deliver a sale, and it most certainly cannot deliver a referral. Conversion depends on a range of factors including the product, the price, and the service. It is driven by the level of customer satisfaction and the existence of a strategic referral programme. Despite this, only 10% of businesses report having a referral programme in place. Those that do have been found to be three times more likely to achieve their objectives. This is the second of 5 thoughts addressing referral generation. In the last thought, I highlighted research which found that 92% of consumers trust referrals from friends and relatives. Other research has found that 87% of purchases in the B2B environment actually start with a referral. This is just one study highlighting the importance of referral in the B2B environment. This B2B research found that: 87% of…