No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Then, ask for an introduction.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. Referral selling is hard for us all, because it’s the most personal kind of selling.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

APRIL 3, 2020

Don’t panic—here’s how to get your phones actually ringing again. What do businesses typically do when clients stop buying and the sales pipeline dries up? What do businesses typically do when clients stop buying and the sales pipeline dries up? We see deals in our sales pipeline postponed or disappearing.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

NOVEMBER 8, 2021

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” ” That’s what a client asked me a couple years ago, and I was baffled by his revelation. Never lose touch with your contacts at client companies.

Referrals 227

Referrals Customer Revelation Networking 227

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” Their clients weren’t returning calls, and budgets were constricted or put on hold. How do I know this? How about you? They freaked out.

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

No More Cold Calling

JUNE 24, 2021

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. We need to be ABA: Always Be Asking.).

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? How could we, when we’re all typing instead of talking to potential clients? They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Try this instead. That’s a fact. Have We Met? Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

APRIL 13, 2023

Learn more about the science (and art) of referral selling in my new webinar with Finlistics. It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. It was also the start of Finlistics’s relationship with referral selling. This was going a little above the speed limit.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Or rather, change them back —from digital marketing to relationship building. Referrals are as old as time. Earn the Right to Ask. Referrals are based on trust. You must earn the right to ask. You can ask: During the sales process when you’ve added value.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

JULY 27, 2023

She finally asked her team: “Did you ever close business over email?” My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. referral sources), and nurture our networks with relevant content. Technology doesn’t close deals. Relationships do. Their outreach took too long.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

MARCH 30, 2023

In that post, I shared this quote from a frustrated dad: “ Men don’t seem to care all that much; it’s not THEIR problem. ” Referrals shouldn’t be the exception either. As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. They don’t want their daughters in a toxic workplace.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Referral selling is not just one more initiative to introduce to your organization. Sound familiar?

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

DECEMBER 27, 2022

You never know when clients will be ready, and their timing might surprise you. In the midst of the pandemic, I landed two new clients in November and December. The same thing has happened in 2022—I’ve just closed with two great clients this week. Be sure to check out the other winners and learn from their posts.).

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

No More Cold Calling

AUGUST 14, 2019

I didn’t plan to start my referral business so soon. From Problem Client to First Client. Translation: She had a problem client who needed extra time and attention. She asked me to stay for three months on a part-time, temporary basis. From Consulting Business to Referral Business.

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? One IT provider from another? How could we, when we’re all standing behind screens? You can look like every other company, or you can set yourself apart from the rest. That’s pitiful.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

DECEMBER 30, 2021

Find out what you might have missed from No More Cold Calling in recent months. The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. Are my clients closest to cash?

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. Video conferencing is a great way to get face to face with clients. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales 2.0

JULY 8, 2022

In the chip business “yield” from a silicon wafer is critical to profitability. I picture how a company in the high tech chip business could survive when only 1 in 100 of their chips was usable (or 1 in 1,000). Do you know how you help? Look for commonalities in your existing clients to help you find a profile for new clients.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

NOVEMBER 16, 2018

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. What jumped out for me was the derivative of ladder or staircase from scala.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

JULY 20, 2018

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. 5 Misconceptions About Asking for Referrals. Dead silence.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

MAY 2, 2019

They never took the time to learn how to sell. Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. But very few came from sales. They didn’t learn how to sell in their previous roles. They didn’t learn how to sell in their previous roles. There’s plenty to celebrate.

Small Business 316

Small Business Small Business Referrals Hiring 316

No More Cold Calling

JANUARY 14, 2021

And they wouldn’t have that problem if they knew how to get referrals. On each live episode, I’ll cover a digestible topic (mostly regarding referrals) in just 15 to 30 minutes. Frankly, this is how I learn—in short segments. Frankly, this is how I learn—in short segments. Why am I doing a monthly Sales TV Show?

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. Table of Contents What is client onboarding? But there’s more to do.

Positioning 127

Positioning Customer Churn Face-to-face 127

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! One strategy that avoids these issues altogether is to create a referral program within your company.  Referrals were hit and miss.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Your business stands to endure the test of time by getting help from professionals and delivering the value clients seek.

Real Estate 96

Real Estate Social Media How To Media 96

No More Cold Calling

NOVEMBER 26, 2020

I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling. We feel disconnected from our friends, colleagues, and many times, our family. We feel disconnected from our friends, colleagues, and many times, our family. Referrals, please!)

Cold Calling 358

Cold Calling Referrals Conversion Video 358

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. This time, she arranged a call with her colleague to get the referral. This time, she arranged a call with her colleague to get the referral.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

FEBRUARY 2, 2018

Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. percent answered yes.

Referrals 220

Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

SalesProInsider

FEBRUARY 22, 2024

Working from your baseline of belief that was developed by all your life experiences. That’s exactly what happens with your belief baseline and your ability to attract and convert clients. But wait… at the end of the day an existing client questions the value they are receiving. This baseline moves all day long.

Top of Funnel 125

Top of Funnel Lead Gen How To Lead Rank 125

No More Cold Calling

MAY 28, 2020

That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs. How People, Not Technology, Seal the Deal.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. In fact, most companies experience close rates of 10% to 30% from most lead sources, while referral-based sales tend to close at 50% to 70%. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

Referrals 177

Referrals Company Scale Case Study 177

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

Referrals 118

Referrals Scale Influencer Lead Rank 118

Smooth Sale

OCTOBER 12, 2023

I was asked how I consistently create new content. The person shared that her new client began asking many questions after an introductory call with another, and the time moved forward. Avoid Giving Away Free Consultation Agree to a 15-minute introductory meeting to ensure you are the right person to assist the client.

Referrals 113

Referrals Hiring Lead Rank Lead Scoring 113

No More Cold Calling

NOVEMBER 29, 2018

You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your referral network. Invite prospects and clients to come along with you. No matter how you slice it, showing up counts! Make the most of it.

Referrals 238

Referrals Networking Scale Cold Calling 238

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. One assistant told me many cold callers lie and tell him the CEO asked them to reach out. One assistant told me many cold callers lie and tell him the CEO asked them to reach out.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. I’ve just returned from a trip to Normandy for the 75th anniversary of the Allied Landing to ensure freedom for Europe and the world.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

MTD Sales Training

OCTOBER 23, 2017

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. Of course they would.

Referrals 238

Referrals ACT Education Consumer 238