You Can! Inspiring Women In Business
Episode 34: Why Referrals Are Gold, But Not Enough – Warming Up Your Leads Like a Pro
Release Date: March 21, 2025
Host: Sarah Jolley-Jarvis
Introduction: The Dual Nature of Referrals
In Episode 34 of You Can! Inspiring Women In Business, host Sarah Jolley-Jarvis delves into the invaluable role of referrals in business growth while highlighting the necessity of not relying solely upon them. This episode offers a comprehensive exploration of why referrals are considered the “gold standard” of leads and presents actionable strategies to effectively warm up non-referral leads, ensuring a steady and controllable stream of business growth.
The Power of Referrals
Sarah begins by emphasizing the unparalleled advantages of referrals:
“Referrals are the very best type of a lead that you're going to get. They tend to come from people you like, who you get on with, and who you might have worked with before.”
— Sarah Jolley-Jarvis [00:28]
Referrals inherently carry trust and credibility. They often originate from individuals who share similar personalities or business philosophies, making collaborations smoother and more efficient. Additionally, referred leads come pre-sold and pre-informed, significantly reducing the sales cycle's length and complexity.
The Pitfalls of Sole Dependence on Referrals
Despite their superiority, Sarah cautions against solely depending on referrals for business growth:
“If you only rely on those referrals, then your growth, your business growth is out of your hands. You are not in control.”
— Sarah Jolley-Jarvis [05:10]
Relying exclusively on referrals introduces unpredictability into the business pipeline. Factors such as referral partners retiring, losing interest, or shifting their focus can abruptly dry up this vital source of leads. This unpredictability can stifle consistent business expansion and leave entrepreneurs vulnerable.
Warming Up Non-Referral Leads: Strategic Touch Points
To mitigate the limitations of referrals, Sarah outlines a robust strategy for warming up non-referral leads, transforming them into equally confident and ready-to-convert prospects.
1. Multiple Touch Points Are Essential
“There is some evidence out there that they need in excess of 18 plus touch points in order to be in a position where they think, you know what, this seems to be the right thing for me.”
— Sarah Jolley-Jarvis [04:45]
Consistent and strategic touch points are crucial in nurturing leads. Whether through emails, social media interactions, or personalized messages, repeated engagements help build familiarity and trust, analogous to the trust established through referrals.
2. Personalizing Interactions
Sarah stresses the importance of personalized communication:
“Messenger conversations build up relationships. It's one-on-one conversation. You're actually chatting to that individual.”
— Sarah Jolley-Jarvis [06:10]
Personalized interactions, such as direct messages or tailored email campaigns, foster deeper connections and make leads feel valued, enhancing their likelihood of conversion.
3. Diversifying Outreach Methods
A balanced mix of outreach methods ensures resilience and broader reach:
“You want referrals. You want social media being proactive. You also want to be actively outreaching and engaging these people with DM conversations, networking, emails, et cetera.”
— Sarah Jolley-Jarvis [07:00]
Employing various channels—emails, social media, in-person networking—allows businesses to reach leads through multiple avenues, increasing the chances of meaningful engagement.
Building a Strong Online Presence
Establishing a robust online presence is pivotal in warming up leads:
“You want that strong online presence, the content, the social proof, the authority.”
— Sarah Jolley-Jarvis [08:15]
A compelling online presence, bolstered by valuable content and positive testimonials, enhances credibility and attracts leads organically. Utilizing platforms like Google My Business further amplifies visibility and trustworthiness.
Effective Networking: Quality Over Quantity
Sarah advises focusing on meaningful networking opportunities:
“Not all networking events are worth your time. The right ones can create valuable opportunities and contacts.”
— Sarah Jolley-Jarvis [08:45]
Opting for quality networking events—such as breakfast meetings—ensures productive interactions without overcommitting time, allowing for sustainable and effective relationship-building.
Maintaining Control Through Proactive Strategies
By implementing proactive lead generation strategies alongside referrals, entrepreneurs can maintain control over their business growth:
“Referrals are amazing, but you can't just rely on them alone. If you want to be growing your business or you want to know that you have a consistent pipeline of leads coming through, you want to warm up leads through strategic touch points.”
— Sarah Jolley-Jarvis [09:20]
This balanced approach ensures that businesses are not left vulnerable to the fluctuating nature of referrals and can sustain growth through multiple reliable channels.
Recap and Actionable Steps
Sarah concludes the episode by summarizing key takeaways and encouraging listeners to take actionable steps:
- Diversify Lead Sources: Do not rely solely on referrals; incorporate multiple lead generation strategies.
- Implement Strategic Touch Points: Engage leads consistently through various channels to build trust and familiarity.
- Strengthen Online Presence: Maintain an authoritative and credible online image to attract and warm up leads.
- Focus on Quality Networking: Prioritize meaningful networking opportunities that offer substantial relationship-building potential.
- Stay Proactive: Regularly engage in proactive outreach to ensure a steady and controllable pipeline of leads.
“Pick one proactive strategy, something that is actively getting you out there more, getting in front of more people, and try that strategy this week, use that strategy this week and see how it goes.”
— Sarah Jolley-Jarvis [09:30]
Sarah emphasizes patience and persistence, reminding listeners that building a robust lead pipeline takes time but yields significant long-term benefits.
Notable Quotes with Timestamps
-
On the Value of Referrals:
“Referrals are the very best type of a lead that you're going to get.”
— Sarah Jolley-Jarvis [00:28] -
On the Limitations of Referrals Alone:
“If you only rely on those referrals, then your growth, your business growth is out of your hands.”
— Sarah Jolley-Jarvis [05:10] -
On the Necessity of Multiple Touch Points:
“They need in excess of 18 plus touch points in order to be in a position where they think, you know what, this seems to be the right thing for me.”
— Sarah Jolley-Jarvis [04:45] -
On Personalizing Lead Engagement:
“Messenger conversations build up relationships. It's one-on-one conversation.”
— Sarah Jolley-Jarvis [06:10] -
On Maintaining a Strong Online Presence:
“You want that strong online presence, the content, the social proof, the authority.”
— Sarah Jolley-Jarvis [08:15] -
On Balancing Referrals with Proactive Outreach:
“Referrals are amazing, but you can't just rely on them alone.”
— Sarah Jolley-Jarvis [09:20]
Conclusion
Episode 34 of You Can! Inspiring Women In Business serves as a vital resource for female entrepreneurs seeking to balance the undeniable benefits of referrals with the necessity of proactive lead generation strategies. Sarah Jolley-Jarvis provides insightful guidance on nurturing non-referral leads, emphasizing the importance of strategic touch points, personalized engagement, and a diversified approach to networking and online presence. By implementing these strategies, women in business can achieve a consistent five-figure monthly income while maintaining control over their business growth, ultimately fostering long-term positive change for themselves and their families.
Stay Connected:
If you found this episode valuable, share it with fellow women entrepreneurs who could benefit. Subscribe to the podcast and leave a review to help You Can! Inspiring Women In Business reach and empower more women on their business journeys.