I really like this article about referrals. In our industry, we have not spent much time focused on referral business, but that needs to change. Lead generation has become a critical part of our business and referrals are a great source of leads. Just last week, we acquired a new customer based on a strong referral. We have put together a strong digital campaign for this new client as the owner is trying to expand his business. Our current lead generation program treats a referral like a “happy accident”, just as the article mentions. We will be implementing some of the suggestions made by the author to help improve our program.

http://www.openforum.com/idea-hub/topics/innovation/article/treat-referrals-like-a-sales-force-instead-of-a-happy-accident-ivana-taylor