Partnerships

I imagine most of you reading this will generate revenue from referrals and partnerships.

A few years ago, someone who was following my content referred me a highly qualified lead.

I then had several sales calls with that lead and her colleagues. During this process, I kept the person who referred me the lead up to date.

To my surprise, she then posted on LinkedIn how it was a nice surprise for her and she felt appreciated. She said as a sales leader, she made many referrals but no one had ever kept her up to date. To me that was complete madness.

Here’s why you should continuously keep your partners up to date with leads they refer you:

1. It’s respectful - they’ve done you a favour

2. They may have a stronger relationship with the lead than you so can get more insights about how warm the deal is

3. They’ll be more likely to refer you leads in the future if you have good communication with them

Recently I referred a sales software to a huge Fortune500 company. It could have been a 7 figure deal for them. Their salesperson never reached out to me once. I have a great relationship with this company and could have helped them navigate bureaucracy that’s inevitable in enterprises.

So really simple tip this week: show respect to your referral partners and keep them in the loop.

Cheers,

Michael Hanson

CEO Growth Genie