Knowing the difference between a lead and a referral is very important. A lead will need more work and nurturing whereas with a referral some of the nurturing has already been completed. A lead is a contact that may come from anyone. Leads are contacts that generally are not expecting your call. There may be times you might use the name of a person who gave you the name of the lead. A lead will take more work to become new business than a referral because of the type of introduction, which occurs in a referral. A referral presents the opportunity to do business with someone in the market to buy your product or service. A mutual friend, club member or associate has told the referral about you. A referral is usually expecting your call. They already know who you are and what you do. This relationship is much more than just a lead because the prospect has talked to your mutual acquaintance. The referral source has given you the name of a person to call; now it's up to you to do the rest. A referral is better than a lead because you can use the name of the person who referred them to you thus opening the door to do business. Itís important to follow up with referrals carefully. The referrer has entrusted their clients and friends to you and they expect you to work with them in a professional and prompt manner. Handle their contacts as well as you would want them to hanlde your contacts and it will enhance all of the relationships involved. Members see follow-up and systemized your contacts modules.