October, 2011

No More Cold Calling

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Referral-Selling Top Tips: How to Ask for a Referral

No More Cold Calling

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT! . There’s No Such Thing as a Warm Call. My take on referrals is clearly defined: A call is either HOT or cold. My definition of a cold call: You call someone who doesn’t know you, and does not expect your call. It’s that simple. You’re definitely interrupting the person, and you sound like one of those pesky telemarketers who believe you need 10 to 12 touches to actually talk t

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Why “Catching Up” Is a Myth

No More Cold Calling

Just because business is 24/7 doesn’t mean that you have to be, too. Prioritize your sales and business-development tactics, and you’ll find greater balance overall. “I’m catching up today.” How many times do we say we’re catching up? Let’s be real. Catching up is a fallacy, a myth, a wish, a hope, and plain unrealistic. Don’t get me wrong. We try. That’s why we work weekends and vacations, and stay glued to our Blackberry and iPhone.

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How to Stop the Cold Calling Humiliation

No More Cold Calling

There’s nothing like a good, old-fashioned public humiliation to illustrate the difference between cold calls and hot referrals. What are you doing to make your sales efforts matter? Picture this: You’re at a sales conference. You don’t believe in cold calling. You’re participating in a conference breakout session listening “live” to a sale rep cold calling into a company.

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Turn Cold to Gold: It’s Not Difficult

No More Cold Calling

Learn how to make the most of your business-development time and see real results in no time. Referrals are the path to your sales success. We’ve seen the price of gold jump to an all-time high this year. This precious metal has increased in value beyond our expectations. OK, you know the metaphor is coming. Where’s your gold? It’s with your current clients and with the quality of your sales leads.

Referrals 204
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Referral-Selling Top Tips: How to Build Your Referral Network

No More Cold Calling

Referral Selling Top Tip #2: How to Build Your Referral Network…Through Everyone You Know. Your best source of referrals is your current clients. But what if you’ve just started in your business? Good news, referrals work for you, too! Everyone is a part of your referral network. “Getting Started” starts now. Watch Top Tip #2: Start Spreading the Word.

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Referral Selling Top Tip #1

No More Cold Calling

How to ask for a referral.

Referrals 174