http://www.go4recruitingsoftware.com Recruiting Software en-us A Smart Way To Gain Candidate Referrals By Paul Quinn Indeed customer loyalty guru, Frederick F Reicheld, wrote in his influential book 'The Loyalty Effect' that closing rates for referral prospects are significantly higher than closing rates for 'walk-in' customers who have no prior knowledge of your organisation. A good example cited by Reicheld of the power of referral business is Northwestern Mutual, a US-based life insurance company where agents are trained to sell solely through referral. Reicheld concluded that Northwestern Mutual's yield rate for referral selling was one close for every ten referrals contacted compared to their yield rates for non-referral selling which were so much lower that pursuing them made no economic sense. http://www.go4recruitingsoftware.com/best-tip-of-the-month.html http://www.go4recruitingsoftware.com/best-tip-of-the-month.html