Gitomer: Is it a lead or a referral? HINT: Referrals are better.

Having attended several networking events lately, I have heard the terms “lead” and “referral” bantered around.

Which would you rather have? Referrals of course. It’s the personal power of a sales lead. A recommendation, not just a name. Credibility, not just a place to call.

I can’t tell you how many times I heard the term, “don’t use my name” when passing along a possible lead. Seriously?

Read more in today’s Small Biz Strategies column by Jeffrey Gitomer.