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How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

Lead generation isn’t so tough when you’re asking for referrals. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. My referral source, Larry, is one of Bill’s largest clients. Larry shared some fun stories that weren’t exactly off-color, but probably weren’t common knowledge. Jeanne knew exactly who I was.

How to Really Heat Up Your Referral Sales Strategies

No More Cold Calling

Referral selling not working for your team? Think you can just tell sales reps to go ask for referrals? Your Referral Sales Strategies Are Missing Something. Referrals don’t just happen, at least not at scale. Why do you need disciplined referral sales strategies ? Referral sales strategies address these challenges and more. Here’s what you’re missing!

Building Your Business on Referrals Part 1: Understanding the 4 Pillars of a Successful Referral

Sales and Management Blog

At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the sale, has done a good job for the client, and then asks a general question such as, “do you know of anyone else that I might be able to help?,” or, “do you know of anyone else that might benefit from my products and services?”. Once a seller has received a referral, contacting the referred party is just as simple. Have your client sign it.

Why Should the CEO Actually Lead a Referral Program?

No More Cold Calling

” What About a Referral Program? But there was no referral program in place, so no one was asking for referrals. He told me about how he called a former client and asked for an introduction to exactly the person he wanted to meet at a specific financial institution. You can’t just tell your sales reps to go get referrals. Referral skills and coaching.

Does “Call Reluctance” Prevent You from Asking for Referrals?

No More Cold Calling

Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. Write an email with “ Referrals no longer a priority?” in the subject line. Referral Selling Feels Even More Personal The best scenario is when you’ve been introduced by people your prospects know and trust. Referral selling is very, very personal. Crushing.)

[Missed Connections]: Referral Selling Insights from February

No More Cold Calling

They also win by getting referrals. I’ll put it right up front: Technology alone won’t deliver the complete answer. Our topic: “How to get the one-call referral meeting.” For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite. Please take my 14-question Referral I.Q.

Understand the Four Pillars of a Referral and You’ll Get More and Better Referrals

Sales and Management Blog

At first glance, a referral is a pretty simple thing.  For most salespeople, managers, and trainers, a referral is just a name and phone number that a client has given the salesperson once the salesperson has completed the sale and has done a good job for the client. Once a salesperson has received a referral, contacting the referred party is just as simple.  Generating a large number of high quality referrals requires far more than “doing a good job and asking for referrals.”  However, you can mitigate the affects of the last two.

Building Your Business on Referrals Pt. 2: Asking for Referrals is Bad Practice

Sales and Management Blog

OK, I know, you’ve been told your entire life as a salesperson that you have to ask for referrals and that if you don’t you’ll fail.  The above situation is so common that a great many sellers simply stop asking, thinking that referrals are nothing more than sales mythology, while others, thinking they are the cause of the failure to generate significant numbers of quality referrals, continue to ask with little success and a growing sense of frustration and failure. Referral generation fails primarily because of the way most sellers have been taught to seek referrals

[Missed Connections]: May Referral-Selling Insights

No More Cold Calling

We talked on Skype the next morning, and he introduced me to an entrepreneur who wanted to learn about referrals. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they want to see. Take Your Foot Off First Like most top salespeople, Jennifer knew exactly how to blow past her numbers. That’s OK.

How to Get More Referrals Now

No More Cold Calling

Enter the world of referral selling. You’ll discover how to get more referrals—and seal more deals—all while working less. Once you experience the success of a referral-prospecting strategy, there’s no turning back. What Makes Referral Selling So Critical? When you receive referral introductions from people your prospects know and trust, you have the inside track.

Referral Selling Recap: October

No More Cold Calling

With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. And if we’re really good, their referrals will keep our sales pipelines full of hearty leads. Look Me Up Salespeople must do exacting research. It’s not hard, but it will take work. Read more.)

Guest Post: Get a Referral Introduction and Never Make Another Cold Call

Jonathan Farrington

With referral selling, all your leads are HOT, HOT, HOT. colleague once told me that referrals allow us to skip that dreaded “first date” with sales prospects. learned one of my earliest lessons about the  power of referrals  during a breakfast meeting with a referred prospect named Jim. You are connected to exactly the person you want to meet and who wants to meet you.

The Keys to Creating Effective and Productive Referral Partnerships

Sales and Management Blog

Why have top producers found working with other professionals for referrals to work so well while so many others have failed to capitalize on them? often hear sellers and managers–and even some sales trainers–talk about seeking out ‘referral sources’ to help them find and connect with prospects.  These referral sources tend to be sellers or companies who are likely to deal with people or companies that would be great prospects for the seller and who might need or want their product or service. They need referrals to quality prospects, just like you do.

Still Not Getting Referrals? Here’s What You’re Missing

No More Cold Calling

percent who haven’t adopted referral selling? The #1 way to capture new accounts is with referral selling. No other sales or marketing strategy comes close to competing with referral selling. That’s why we featured posts about referral selling this month. Enter the world of referral selling. Are Referrals Your Priority … or an Afterthought?

[Missed Connections]: Referral Selling Insights from January

No More Cold Calling

Sales professionals are primed to deliver exactly that. For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: Why Should the CEO Actually Lead a Referral Program? They must model the referral process and drive referral selling as a strategic initiative that includes goals, metrics, and accountability for results.

Hanging Up Not the Best for Future Sales Referrals

Increase Sales

Believe it or not I was hung up by a salesperson who made it a very clear he was seeking sales referrals after he had sold me on his solution. What prompted this action does require sharing of the events leading up to this not the best sales referral strategy. The customer service representative was a younger person (male) and I carefully explained what happened including sharing the exact message I had received because I wrote it down.  He then said he would test the line and asked me “Did this just happen?” Credit www.sxc.hu. This was acceptable.

[Missed Connections]: September Referral Selling Insights

No More Cold Calling

They say women have strong intuition, ask good questions, don’t rush the sale, connect with people, and are terrific at building long-term relationships with prospects, clients, and referral sources. Wonderful”—says this is exactly why he prefers to invest in companies with women at the top. Test Your Referral Savvy I’m conducting a study on referrals, and I need your help.

Five Keys to Generating High Quality Referrals

Sales and Management Blog

From the time we enter the sales industry we’ve heard that referrals are by far the best prospecting and marketing method in existence.  Yet, very few of us actually get very many high quality referrals. . However, most of these “referrals” are worthless–just names and phone numbers of people or businesses that have no interest in or need for or can’t afford our product or service. They’ve learned that what most of us are doing to get referrals—just asking a question such as, “Ms. Really Ask:   Asking means a direct request for referrals

The Reason You Resist Asking For Referrals and What To Do About It

The Sales Blog

The reason you resist asking for referrals is that you have waited too long to do so. After months or years have gone by, it feels weird to ask for referrals. Asking for referrals can help you build a robust pipeline. How to Ask for Referrals. Luckily, it’s easy to ask for referrals when you do it right. You don’t want to wait months or years to ask for referrals.

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

Obviously this seller’s response is automated, or at least “canned.” If he’d actually read my profile, he would know that buying lists goes against everything my business stands for, that my lead generation strategy is asking for referrals , and that my phone number is on my LinkedIn profile. ” It’s exactly the same as telemarketers and their cold calling blitzes.

Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

No More Cold Calling

Maximize your net worth via your referral network. accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?”. Sales snobs, on the other hand, miss out on referral opportunities because they narrow their focus too much.

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Asking For a Referral Is Not Asking For a Favor

No More Cold Calling

Asking for a referral is NOT asking for a favor. Referrals Are Right. Asking for a referral is not a risk (as some authors promote) where you risk a relationship or a friendship. If we erroneously follow the “referrals are a favor/risk,” then we’d never ask for referrals. In fact, by assuming the “favor/risk” position, we undermine the true power of the referral.

[Missed Connections] February Referral Selling Insights

No More Cold Calling

Let’s be honest: For the most part, we look exactly the same to our buyers. Things you need to know—but might have missed—from No More Cold Calling this month. With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the minds of many business leaders right now. None of that matters. And that needs to change now. Read more.) Read more.)

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

Then, and only then, do they have any chance of converting connections into prospects or asking for referrals. And that’s exactly what I plan to do. To me, a “pay to play” approach is akin to offering incentives for clients who provide referrals. Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small BusinessKoka Sexton—16.45. 4.

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

But while buyers are now very good at homework, they don’t always know exactly what they need from us, or how to get it most efficiently and cost-effectively. Your sales team can identify prospects’ pain points and deliver exactly the right solution by asking smart questions and listening carefully to their answers. Do your sales reps really prospect based on fairy tales? Buyer 2.0

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Take Your Sales Conversations Offline and Get That Referral Sale

No More Cold Calling

Get a referral introduction to your decision maker. You’ll get the meeting with exactly the person you want to meet. The #1 reason (you guessed it): a referral from a trusted source. Get that introduction and clinch your referral sale! Are you a 100% referral-based business? Social media doesn’t “warm” your call, you do. Sure, that might work. Yes, guarantee.

How to Turn Referral Partnerships from Wishful Thinking into Business Producing Machines

Sales and Management Blog

Why have top producers found working with other professionals for referrals to work so well while so many others have failed to capitalize on them? often hear sellers and managers–and even some sales trainers–talk about seeking out ‘referral sources’ to help them find and connect with prospects.  These referral sources tend to be sellers or companies who are likely to deal with people or companies that would be great prospects for the seller and who might need or want their product or service. They need referrals to quality prospects, just like you do.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

” You who still have your discontent and curiosity alive know exactly what I mean. . Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small Business Women in SalesRead the speech that helped to shape my perspective on education, sales, and life in general. Imagine a shy 16-year-old girl in that same scenario. She was competing to win. You bet.

Why New Sales Leads Aren’t All that Matter in Sales

No More Cold Calling

They can help your team get referrals to other divisions within their organizations or to their vast networks of colleagues. Salespeople connect with many people during the sales process, but they leave money on the table when they don’t continue to build those relationships and get referral sales leads. Want to learn more about generating hot referral sales leads?

Bust Your Slump: Fast Track Referrals to Fill Your Pipeline in 30 Days

Sales and Management Blog

Referrals are difficult for most salespeople to generate. By learning a disciplined, effective, proven process for generating a large number of high quality referrals from each of your clients and even your prospects, referral selling can become a reality. Yet of course, you can’t possibly learn and implement a systematic process of referral generation and expect to see significant results in only 30 days. If you expect to use referrals as an igniter of your pipeline in short order, you’ll have to do all of the work for your clients. Get the Referrals.

Think Referrals Don’t Scale?

No More Cold Calling

Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. believe in referrals because referral selling works. But there’s always a naysayer: “It would be great if sales reps could build their business solely on referrals. Think again.

Adopt a Targeted Referral Strategy

No More Cold Calling

Make referral selling your priority. On the one hand, sales people agree that referral selling is hands-down their best sales strategy. It’s a completely different animal to implement a referral strategy. What does it take to implement a Targeted Referral Strategy? Make referral selling your priority. Either you adopt referral sales, or you don’t. Get Real.

[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

No More Cold Calling

Actually, it should have read “The Breakthrough Referral System That Will Leave Your Competition in the Dust,” but I didn’t catch the omission in time. People from around the world still write and tell me how my referral program transformed the way they and their teams sell. Everyone knows that a referral is the best way to meet your next client!”

4 Reasons to Lock in Your Ideal Clients

No More Cold Calling

When you get referrals to the Ideal Clients you really want, you increase your close rate and decrease the costs involved in making sales. Perhaps more importantly, we understand their businesses and the way they buy, and we can deliver exactly what they need to accelerate their sales cycles. Ditch the busywork and unclog your sales funnel. More Isn’t Always Better. Comment Here.

Referral Selling Workshop: The No More Cold Calling Workshop.

No More Cold Calling

Referral Selling Training Programs. So, if you want to know exactly what you need to do to change your prospecting tactics to generate more sales without being pushy and salesy, I will show you how to mine the San Francisco Business Times for leads, attract your ideal client, ace out the competition, rev up your sales, and convert prospects to paying clients more than 50 percent of the time. Referral selling rocks! Based on my proven methodology, and No More Cold Calling’s referral-selling tools, you’ll blow past your sales forecast and deliver sales you can bank on.

Don’t Confuse “Target Market” with “Ideal Client”

No More Cold Calling

Describe your ideal client, and I see the color and every line in your picture. I’m crystal clear about the exact person you want to meet, and I’m primed to help you get referrals. The more specific the description, the easier it is for your connections to help you get referrals. top referral sources). Want to learn how to get referrals?

“Sales Management” Is Not a Dirty Word

No More Cold Calling

And that is exactly the type of leader/manager I’d want to work for. Want to learn how great managers set their teams up for referral success? Read “ Are Referrals Your Priority … or an Afterthought? Associations Enterprise Referrals Sales Management Salespeople Small BusinessGreat sales leaders must also be great managers. Then the recession hit. We need both.

To Market, To Market to Buy a Fat Sales Lead

Increase Sales

For example, a qualified sales lead such as a sales referral is closer to the selling phase where some additional fact finding must take place. ”  The response from the sales referral was a very loud “Yes, that’s it exactly.” Sales Be the Red Jacket ideal customer sales lead sales leads sales process sales referral small business owners

Is Your Business Leaking Profits?

GKIC Blog

Well there are actually several leaks businesses have, but one of the top leaks that I’m referring to here is the lost opportunity from referrals. Referrals give you better clients and better margins because they often cost much less to acquire than pursuing a cold lead. referrals Dan Kennedy Darcy Juarez referral machine But after replacing the roof, the leak returned.

[Missed Connections] Referral Selling Insights from May

No More Cold Calling

In the meantime, check out this month’s blog posts from No More Cold Calling for more on the power of relationships and referrals: Do Your Sales Reps Act Like Sales Snobs or Social Stalkers? accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. Take the Referral I.Q.