What is the difference between a lead and a referral?

A sales lead, is just that, to be led in the direction of a possible sale. It could be as little as ...there is a business estate over there, I'm sure somebody there will need your services....

How could that be improved? What if the person telling you this also gave you the name and telephone number of someone who had expressed an interest in your services.

This still does not make a referral...

What if the person talking to that prospective client of yours, gave them your name and card, and told them you would call AND highly recommended your services?

Now it is a referral. That is what BNI members do every week!