If we were to poll 100 security dealers about whether their business accepts referrals, all 100 would raise their hand with a big yes. Then, if we were to ask those same 100 companies how many have a formal referral program, or how many are maximizing referrals, just about all of those hands would go down.
Referrals represent the best prospects, because they come from a trusted source and are easier to close — and usually spend significantly more money. By formalizing your referral program you will start seeing an immediate impact on your qualified inbound leads.