<aside> 💡 Did you know that 84% of B2B buyers now begin their purchasing process with a referral, and peer recommendations influence over 90% of all B2B buying decisions? (Source: Harvard Business Review)

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Referrals have proved to be an effective lead-sourcing channel in the B2B SaaS ecosystem.

Sources of Referrals:

  1. Existing Customers: Satisfied clients who see the value in your product and are willing to recommend it to others.

  2. Past Users: Champions who have switched jobs but remain advocates for your solution.

  3. Affiliates: Partners who benefit from promoting your product.

  4. Channel Partners: Businesses that work with you to reach out to a broader audience.

  5. Industry Connects: People who may or may not be your customers but are aware of your solution and give your reference as a supporter.

Leveraging Referrals:

  1. To capitalize on referrals, focus on delivering exceptional value through your product and nurturing strong relationships.
  2. Encourage satisfied clients to spread the word and recommend your solution to their peers.

According to a recent survey by Hubspot of over 1000 sales professionals, 56.3% said they generated leads through customer referrals and 66.5% mentioned that referrals generated the highest quality leads.

Two main reasons why: