When using Salesforce, a default source of leads is a web referral lead. This lead source points to another website as the origin of incoming web traffic. Understanding the idea behind a web referral lead is crucial to further your brand with the use of Salesforce.
Obtaining Web Referral Leads
Obtaining web referral leads must be accomplished carefully from the start. Otherwise and given you acquire bad online reputation, you will lose trust and respect. Most importantly, with reckless methods of obtaining web referral leads, you will lose the opportunity to impress prospects for your brand.
When obtaining such leads, you must build your way up. Chances are, this would proceed slowly initially, but once you can establish a stable connection with a quality network, the pace is likely to pick up.
The Role of the Web Referral Source
Web referral leads will significantly lean towards your brand’s success if your referral source has invested effort. Prior to your engagement, your web referral lead source must educate a prospect regarding your brand – who you are, what you can do, and what you can offer. By doing so, you can expect a referral with higher quality.
Take, for example, Company A’s primary web referral source, XXXXX.com. Rather than coaching them first, XXXXX.com offered random web referral leads for Company A.
Now, even if there are 1,000 of these leads, only 1/10 show interest in the products and services of Company A. The result, of course, is disappointing – with only 100 of these leads becoming actual clients.
However, if XXXXX.com coached the web referral leads for Company A, the sales of Company A will likely go high. It will also welcome plenty of new clients. Even if the number of these leads is only half of the aforementioned number in the example above (half of 1,000, which is 500), yet ALL of them become actual clients, Company A will gain 500 new clients.