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?

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Change Your Team into Referral Sales Experts: 5 Steps.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

JUNE 30, 2021

One person even said that referral selling changed the trajectory of his business. Ready to read more about referral selling? Check out what you might have missed from my blog over the last few months: Celebrating 25 Years in Referrals: My Story. My first client was an outplacement firm (and a referral).

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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. Referrals don’t always happen quite this quickly.

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Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

MAY 17, 2019

Asking for referrals feels riskier than cold calling. I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking.

Referrals 327

Referrals Scale How To Cold Calling 327

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.

Referrals 297

Referrals Scale How To Lead Rank 297

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.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Third party" alliance: A business friend who sees a need in his customer for your product or service and refers you to call them. Don't ask for referrals – earn them. Are you worth it?

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Referrals Real Estate Lead Rank Lead Scoring 289

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.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

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! When a trusted resource refers you to someone, you take the time to explore the option.”. Referrals Aren’t Favors.

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Referrals How To Cold Calling Lead Generation 310

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? When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You’ll let me know if this was a good referral for you. Referrals aren’t about money.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

DECEMBER 27, 2022

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. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Read “ Want to Get Referrals? Don’t Do This.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

No More Cold Calling

APRIL 5, 2018

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. Why Should Anyone Refer You?

Referrals 249

Referrals Lead Rank Lead Scoring Scale 249

Jeffrey Gitomer

MARCH 5, 2019

The most coveted prize in selling besides a sale is a referral. Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are the preferred methods for a first meeting with a referral and customer in order of preference (and effectiveness).

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Referrals Call-back Cold Calling Meeting 284

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.

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

AUGUST 14, 2019

I didn’t plan to start my referral business so soon. From Consulting Business to Referral Business. It never crossed my mind that I’d launch a referral business. I didn’t focus on the referral business angle until I started working with my first client. I asked specific questions about referrals. The Answer: No.

Referrals 291

Referrals Cold Calling Survey Scale 291

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.”

Referrals 260

Referrals Lead Rank Cold Calling Social Media 260

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?

Referrals 258

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.

Referrals 309

Referrals How To InsideSales Cold Calling 309

No More Cold Calling

OCTOBER 18, 2018

Getting referrals business should be top. Organizations that have a disciplined, proactive referral system to ensure sales reps are asking for referrals every single day. Why Aren’t Referrals on the Radar? He knew that referred leads convert well more than 50 percent of the time. Always Be Asking for Referrals. “I

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

No More Cold Calling

MARCH 31, 2020

How to Ask for a Referral from a Client. “If No, I didn’t pay him to promote asking for referrals. You learn how to ask for a referral from a client—and then you ask every single one of them. And they frequently don’t know who they should refer to us—because we haven’t asked for referrals and described our ideal client.

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Referrals Cold Calling How To Call-back 326

No More Cold Calling

JUNE 7, 2018

And how can a B2B referral program drive up those numbers? They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. You put a referral program in place that ensures reps have the skills to ask for referrals. Why a Referral Program Ensures Trust.

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Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

RAIN Group

SEPTEMBER 9, 2021

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals.

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Referrals Buyer System Leads 129

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. Too many sales pros chase the bright, shiny social media stuff rather than doing the tough strategic thinking needed to optimize a referral selling system.

Referrals 279

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.

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Referrals Customer How To Airlines 189

Pipeliner

OCTOBER 25, 2023

In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. They place the focus on the person asking for referrals, rather than on the person being referred.

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Referrals Incentives Incentive Coaching 69

The Sales Hunter

MAY 12, 2019

I bet you love getting referrals, but do you love just as much giving them? The next time you get a call for a job that just doesn’t quite fit you and your area of expertise, refer them to someone you know that does. By doing so, you’re helping others but also getting yourself excited.

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Referrals Motivation Video Prospecting 194

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.

Referrals 176

Referrals Hotels Cold Calling Scale 176

The Pipeline

JUNE 9, 2014

We all know the value of referrals, although some seem to revere the practice a little too much, suggesting it trumps or eliminates cold calling or other forms of buyer engagement, when we all know it is about how to integrate approaches. I refer it to a recruiter, my opportunity is contingent on the recruiter doing their bit.

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Referrals Hiring Cold Calling SalesForce 306

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her. This time, she arranged a call with her colleague to get the referral. Not only did she get the referral.

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Referrals LinkedIn Social Media Ideal Customer Profile 253

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

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!

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

MTD Sales Training

MAY 25, 2018

So you’ve achieved that great goal of getting a referral from a customer. How should you approach this referral? What is the business relationship between your customer and the person they are referring you to? What is the business relationship between your customer and the person they are referring you to? Happy Selling!

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Referrals How To Enterprise Enterprise 163

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

DECEMBER 29, 2020

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?” I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships. Word-of-mouth is not the same thing as referrals.

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Referrals Customer Social Media Revelation 432

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump. The secret?

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Referrals Company Scale Case Study 177

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

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Referrals Marketing Incentives Incentive 130