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. How do I get over my reluctance to ask for referrals?

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Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

SEPTEMBER 6, 2018

For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. Empower them to ask.

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Referrals Ideal Customer Profile Banking Lead Generation 320

No More Cold Calling

APRIL 29, 2018

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? How to ask for referrals in the right way.

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Referrals LinkedIn Examples Cold Calling 136

No More Cold Calling

DECEMBER 27, 2022

The cold emails, voicemails, and LinkedIn messages have become an epidemic. Want to Get Referrals? Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. One author stated that 20 percent of a company’s clients should come from referrals. Don’t Do This.

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Referrals Prospecting Lead Gen Cold Calling 156

No More Cold Calling

MARCH 1, 2020

She wanted to discuss having me speak to her team about referrals. I checked LinkedIn to see if she was still at the same company. Not only was she rude and disrespectful, but if she didn’t follow up with me, I wouldn’t trust her to follow up with my referrals. Referrals are very, very personal. Don’t ghost people.

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Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

SEPTEMBER 20, 2019

on how he asks for referrals. I never pass up the chance to chat about referrals. Here’s how Mario describes our conversation: Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. 3 steps to build a referral culture for your company.

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Lead Generation Referrals Sales Qualified Lead Leads 267

No More Cold Calling

NOVEMBER 29, 2018

This is the best time to build your referral network. In the meantime, check out this month’s posts from No More Cold Calling: 4 Reasons You Shouldn’t Get the Referral on LinkedIn. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. Make the most of it.

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Referrals Networking Scale Cold Calling 238

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. But referral selling is easier said than done.

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Referrals Scale How To Lead Rank 297

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. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Dead silence.

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Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

NOVEMBER 20, 2019

My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. A caveat: We differ about asking for referrals. They say yes to asking for referrals on LinkedIn. Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course.

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LinkedIn Referrals Cold Calling Inbound 209

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. You’re going to pay me how much for referral business? You’ll let me know if this was a good referral for you. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not. We all know why.

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Referrals System Cold Calling Social Media 289

No More Cold Calling

DECEMBER 30, 2021

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. I’ll post more updates on LinkedIn and will ask you to comment and tag people you know. Why You Can’t Automate Referral Leads.

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Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

DECEMBER 7, 2018

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Relationships and referrals are what business is all about! If you haven’t figured out how to ask for a referral, here’s what you’re missing. Referrals Aren’t Favors.

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Referrals How To Cold Calling Lead Generation 310

No More Cold Calling

SEPTEMBER 20, 2018

If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. Do the Referral Math. At least not at scale. Makes no sense, does it?

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Referrals Scale Cold Calling Social Media 258

No More Cold Calling

JANUARY 10, 2019

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. I mentioned that most everyone has call reluctance when asking for referrals, because referrals are so very personal. That’s how to get referrals.

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Referrals How To InsideSales Cold Calling 309

No More Cold Calling

MARCH 30, 2023

” Referrals shouldn’t be the exception either. Just as importantly, I’ve learned how to turn a loss into a win, either by reflecting on the lessons learned with each loss or by asking outgoing clients for referrals. I also know when I have earned the right to ask those prospects for referrals. My prospects are on my side.

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Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

FEBRUARY 26, 2013

Join Joanne Black and LinkedIn exec, Ralf VonSosen, to learn how LinkedIn can boost your referral sales—and when it’s time to step away from the computer and connect in person. LinkedIn has an updated look & feel, expanded ways to connect to your network, and 200 million members! Get real, get in touch, and get ahead.

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Referrals LinkedIn Ideal Customer Profile Social Media 209

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Enter the Referral Code Save300. In the meantime, here’s what you might have missed from No More Cold Calling this month: How to Ask for Referrals: A Comprehensive Guide. Some companies already are.

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Referrals Social Media Sales Qualified Lead Cold Calling 222

Vengreso

JULY 5, 2023

As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. We delve into the concept of digital referrals, emphasizing their importance in making warm introductions. Enter digital referrals. Subscribe to Modern Selling on the app of your choice!

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Referrals Maximizer Ideal Customer Profile Social Media 89

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. But referral selling is easier said than done.

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Referrals Scale How To Lead Rank 228

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. Everyone gets inbound referrals.

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Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

APRIL 20, 2018

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Let’s cheat and ask for referrals.”

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Referrals Lead Rank Cold Calling Social Media 260

No More Cold Calling

DECEMBER 30, 2018

Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a referral culture?”. That says it all, and that’s the goal of a referral culture. My referral course launched on LinkedIn Learning , so it’s accessible to everyone.

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Referrals Hotels Cold Calling Scale 176

No More Cold Calling

JUNE 27, 2019

Should I accept every LinkedIn invitation? In other words, even if you have a thousand LinkedIn contacts, you only have 150 true connections—the kind that drive sales and generate referrals. The post The Number of LinkedIn Contacts You Have Doesn’t Matter appeared first on No More Cold Calling. It’s a personal choice.

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LinkedIn Social Media Networking Cold Calling 307

Sales Evangelist

MARCH 27, 2024

Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation. Tune in to elevate your sales prowess and harness the power of referrals!

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Referrals Incentives Incentive Hubspot 40

No More Cold Calling

OCTOBER 1, 2019

If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Sales reps tell me they like getting referrals, but they’re not comfortable asking, and they don’t know how to ask. Once they learn how, they vow to adopt a referral approach for 2020. I’d had it.

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Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear. Think again!

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Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! By getting referrals. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Sales: Referral Selling by Joanne Black. Referral Sales Training Courses Can Make the Difference. Forget closing.

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Referrals Prospecting Cold Calling Decision Maker 159

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Read the 3 Reasons why you aren’t getting enough quality referrals. Read the 3 Reasons why you aren’t getting enough quality referrals. Instead, invest your time and energy into improving your LinkedIn game. 5 Steps to More Referrals.

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Referrals LinkedIn Social Selling Cold Calling 331

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! It’s the same on LinkedIn. Even if they do know each other, name dropping is not the same thing as having a referral. However, when you receive a referral introduction from someone your prospect knows and trusts, your lead goes from ice cold to HOT. Dialing for dollars or getting referrals?

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Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Referral selling is the most personal kind of selling on the planet.

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Referrals Account Cold Calling Social Media 265

No More Cold Calling

OCTOBER 6, 2016

The solution is clear and right in front of you: a disciplined, systematic referral program with skills, metrics, and accountability for results. 6 Ways a Referral Program Solves These Top Challenges. When your sales reps prospect through referrals, they: Get every meeting at the level that counts with one call.

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Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

No More Cold Calling

OCTOBER 15, 2015

Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? Invite me to connect on LinkedIn without a personal message , and you’ll be one of the 150 invitations I have yet to answer.

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Referrals LinkedIn Social Media Ideal Customer Profile 120

No More Cold Calling

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. That’s a fact. Yes and no.

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Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

OCTOBER 1, 2018

You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? LinkedIn is the place to begin a conversation and begin a relationship. He was at LinkedIn then, and my new book, Pick Up the Damn Phone!: Read “ The Best Referral Programs Start with a ‘Referral Culture.’”).

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Referrals Cold Calling Negotiation Social Media 159

No More Cold Calling

OCTOBER 5, 2017

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. I posted that exact question on LinkedIn and received 35 comments and more than 31,000 views. Sales leaders don’t take time to implement a referral system.

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Referrals Top of Funnel Account Scale 279

No More Cold Calling

SEPTEMBER 6, 2019

When you prospect by referral, you treat all customers like gold. They can also help fill your pipeline with referrals to piping hot leads. That’s why a referral culture leads to a stellar customer experience. Not if we want satisfied customers, and certainly not if we want referrals. I’d had it. That’s stupid behavior.

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Referrals Customer How To Airlines 189