After the referral
The check after the referral.
Referrals still bring most of the work. In a 2024 survey by Consulting Success, more than half of consultants said referrals bring 60% or more of their business, and 70% said their website brings them no leads or calls in a month.
So we don't ask your site to replace referrals. We work on the check that follows one. In a 2015 study by Hinge, a marketing firm for professional services, 81.5% of buyers had been referred by someone who was not a client, and 51.9% had ruled out a referred provider before ever talking to them. Unclear services, the wrong expertise and weak websites were among the reasons they gave.
That check now runs through ChatGPT too. In January 2025, Farah Hussain, a coach for executive women of colour, posted on LinkedIn what a new prospect had told her: “I asked ChatGPT. Entered my criteria for a coach, and it gave me 3 options. You were one of them.” She traced it to her name sitting next to “coach” and her niche in 20 LinkedIn posts, 2 LinkedIn articles, her website, 3 conference bios and a Forbes article.