BRX Pro Tip: Where Do Your Profitable Leads Come From?
Stone Payton: And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, today’s topic is profitable leads. What’s your perspective on that, man?
Lee Kantor: Yeah, I think that a lot of people don’t know where their most profitable leads come from, but they’re in luck because I do know where they come from. In most businesses, the most profitable leads for any business comes from word of mouth referrals. Those are the leads that are fastest to close. Those are the leads that you have the highest likelihood to close.
Lee Kantor: And so, the question becomes, if that’s the case, how do you get more of them? And the question you have to ask yourself is, what do I have to do today to get more referrals from the people that know me and that work with me? So, one of the things you should be doing in order to get more referrals is be exceptional. Another thing is surprise and delight your clients. Another thing is overpromise and overdeliver. And if you do those things right and over time consistently, you’ll see that you’ll have a pipeline full of the right referrals. And a bonus tip is also just regularly ask your clients to refer people they know who might benefit from what you offer and what you’ve been delivering to your clients. So, just asking for referrals is a great way to get more referrals, but every business knows deep down that the best lead is one that comes from a word of mouth referral. So figure out ways to become more referrable.
