Why build a referral sales channel?
• increase the efficiency of your sales force
It is easier to close qualified referrals introduced by known partners; your sales force can spend more of their time selling, less time searching.
• increase your industry and market reach at low cost
Explore new markets; no additions to your staff required until increasing sales make it necessary, a good problem to have!
• referral sales channels are effective, less expensive, and much lower risk
Establishing and supporting a conventional sales channel which is expected to close sales of your products/services is much more resource intensive than if your referral partner simply needs to introduce interested prospects to your business, to benefit their own as well.