#random
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Hi all, I have two questions re: referral programs. 1. We are planning a referral program where people are incentivized with a travel voucher once a SQO is created. Do you have any recommendations/experience how to tell people that they only get the voucher when an SQO is created? I'm struggling with the right wording since I need to tell them that there is certain criteria but without using "SQO". 2. How are you dealing with the following two scenarios in your reference program: a. Scenario 1: former customer is referred by stranger X in our referral program but should've been introduced to us via our SDR campaign b. Scenario 2: former customer wants to refer us to decision makers internally at their new company. Thanks a lot for your thoughts and help!
Hey Kira! For the 1st question, any reason you're incentivizing for opp vs. closed won? Usually easier to do closed-won because you can justify the business value and say "When your referral becomes a new customer." I agree, kind of hard to say "SQO." Maybe "If your referral becomes a viable opportunity..."?
For the 2nd question, you mentioned reference program but your intro said 2 referral program Qs? I'm not sure I understand the 2nd scenarios as they're written.
If someone's a former customer who comes back around, I might not consider that a referral (even if "Stranger X" referred). Because they already know your company. When I've had "competing referrals before", I reward the deciding factor. You can ask in the sales process "How did you hear about us?" And if they say "I used to use your platform" or "I heard from so-and-so", that helps you decide where the credit goes.
For an internal referral, I would consider that a referral by the former customer. If they're willing to tee up the opportunity, I'd be willing to incentivize the assist. But considering that might make them look biased, I might just send a thank you gift after the opp is created/closes, instead of offering that upfront.
For your first point, I’d suggest clearly writing out the traits of a SQO without saying SQO and explain that a referral must meet these criteria for you to receive your voucher.