No More Cold Calling

FEBRUARY 25, 2016

Referral selling requires a personal touch. Whether you’re asking for referrals, communicating with your team, or having an in-depth conversation, emailing often sends the wrong message. And that’s a particularly big no-no when sales reps are asking for referrals. Asking for Referrals by Email? When Email Is Not OK.

Referrals 120

Referrals Cold Calling LinkedIn Twitter 120

No More Cold Calling

MARCH 29, 2018

By receiving referral introductions from people your prospects know and trust. Commit to referral selling. I was called out on Twitter by someone challenging my post about why women excel at sales. What’s the better way to get qualified sales leads? Don’t allow yourself to get sucked into that dangerous, dark, downward spiral.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

NOVEMBER 5, 2015

There’s no such thing as a referral machine. And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients. Top salespeople know existing clients are their best source of referrals to new clients.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

AUGUST 25, 2015

Sure, referral leads are top-notch, but they don’t just appear. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads. Sure, sometimes we’ll hear from a prospect who was recommended, but referrals don’t just happen , at least not at scale.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

A Sales Guy

JUNE 26, 2012

I just finished a new video; Twitter for sales people. Twitter isn’t a panacea, but it is a great tool for: Prospecting. Referral Building. If you’re not using Twitter, you should. You can download the Twitter for Sales Ebook at A Sales Guy U . It’s funny check it out. Networking. Be like Tom!

Twitter 116

Twitter eBook Referrals Networking 116

No More Cold Calling

OCTOBER 20, 2016

When sales leaders ask about the duration of my referral program , I reply that it’s 90-plus days, including the initial skills building and then ongoing follow-up and practice. The Practice Payoff for a Referral Program. They won’t actually change their behavior, and your referral program will be DOA.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

No More Cold Calling

JANUARY 7, 2016

” What About a Referral Program? But there was no referral program in place, so no one was asking for referrals. Ernest understood that asking for referrals is the way to build a cadre of great clients, but he didn’t have a clue why his reps weren’t asking. Asking for referrals is a behavior shift.

Referrals 120

Referrals Lead Rank Sales Qualified Lead Lead Scoring 120

No More Cold Calling

JULY 16, 2015

To keep your pipeline full of hot prospects and referral leads , make your own luck. By following up on business opportunities and staying in touch with your referral networks. ” The only thing dumber than dropping the ball on inbound sales leads is failing to follow up on referrals. Referrals are everything.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. I received a referral introduction from his trusted friend and advisor. That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. The business case for referrals is loud and clear.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Score More Sales

AUGUST 9, 2013

We know that referral business closes better and faster than any other means of selling, yet we don’t have a planned way to execute a strategy to connect to these most important contacts of ours. Who are thought leaders in your industry or in business in general that eventually could be a mutual referral partner? Add them in.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

No More Cold Calling

FEBRUARY 18, 2016

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. That’s the best part of getting referrals: leveraging the insights of your referral source.).

Referrals 120

Referrals Gatekeeper Cold Calling Lead Generation 120

No More Cold Calling

NOVEMBER 3, 2016

This is particularly true when it comes to asking for referrals , which even seasoned sales professionals find intimidating without regular practice. Want your sales team to build permanent, repeatable, effective referral selling skills? Here’s how B2B sales professionals can keep their referral skills sharp: 1.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

No More Cold Calling

JUNE 18, 2015

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. Once you experience the success of a referral-prospecting strategy, there’s no turning back.

Referrals 120

Referrals Cold Calling How To Call-back 120

Women Sales Pros

OCTOBER 18, 2019

And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients. In doing so, they get bigger deals from repeat customers—and they get referral leads. Joanne Black is America’s leading authority on referral selling.

Referrals 80

Referrals Lead Rank Lead Scoring Leads 80

No More Cold Calling

AUGUST 6, 2015

Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. Write an email with “ Referrals no longer a priority?” Referral Selling Feels Even More Personal The best scenario is when you’ve been introduced by people your prospects know and trust. But Sam isn’t alone.

Referrals 120

Referrals Cold Calling Call-back Follow-up 120

No More Cold Calling

OCTOBER 15, 2015

Don’t alienate your social networks by asking for referrals the wrong way. Or worse yet, to ask for referrals? And neither are your prospects, customers, or referral sources. Why Social Media Isn’t the Place to Ask for Referrals Relationships still rule in sales. Here’s why: Referrals are very personal.

Referrals 120

Referrals LinkedIn Social Media Ideal Customer Profile 120

No More Cold Calling

JULY 2, 2015

When we work with our Ideal Clients, our sales time collapses, productivity soars, deals are larger, and they help us get referrals to others like themselves. PITAs hang out with other PITAs, so their referrals will be to other demanding, stingy people. Ask your current Ideal Clients for referrals. Here’s where to start: 1.

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

No More Cold Calling

DECEMBER 3, 2015

But like punch lines, referral marketing efforts fall short without the proper follow through. One of the biggest mistakes salespeople make is letting leads—particularly hot referral leads—fall through the cracks. The Problem with Your Referral Marketing. Referral Marketing Meets Referral Selling.

Referrals 120

Referrals Marketing Social Media Cold Calling 120

No More Cold Calling

MAY 28, 2015

A Brit saw a post on Twitter and wrote to ask if he could use my article for his presentation. We talked on Skype the next morning, and he introduced me to an entrepreneur who wanted to learn about referrals. You always have time for one more call, to ask one more person for a referral, or to attend one more networking event.

Referrals 120

Referrals Social Media Lead Rank Skype 120

No More Cold Calling

NOVEMBER 19, 2015

Face-to-face matters in referral selling. Strong relationships are why clients buy—and why we get referrals. And we certainly won’t get referrals. A referral introduction to a prime prospect guarantees a meeting. Referral selling gets reps to their decision-makers before competitors know what hit them.

Referrals 120

Referrals Face-to-face Decision Maker Social Media 120

No More Cold Calling

MARCH 22, 2011

One of the biggest benefits is a “live” connection with someone who could be a potential client, referral resource, or friend. To pack the pipeline with potential for referrals, you constantly need to be visible in your community, your professional association, and your company. #2: To turn contacts into referral sales?

Referrals 209

Referrals Pipeline Face-to-face Networking 209

criteria for success

AUGUST 5, 2019

She's also the author of Generating Business Referrals Without Asking and host of the Roadmap to Grow Your Business podcast. Generating Referrals with Stacey Brown Randall – Episode 175 appeared first on Criteria for Success. On this episode, Stacey talks generating referrals and handling objections. Follow us on Twitter!

Referrals 68

Referrals Social Media Objections eBook 68

No More Cold Calling

SEPTEMBER 1, 2016

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

Sales and Marketing Management

MAY 6, 2019

Connect with Jeff on Twitter (twitter.com/jeffreywweil) or LinkedIn (linkedin.com/in/JeffreyWeil). Jeff Weil is general manager at Upland Qvidian and RO Innovation.

Referrals 120

Referrals Customer Margin Social Media 120

Increase Sales

NOVEMBER 6, 2015

Sales referrals are golden for mid-size to small business owners and sales professionals. Yet many sales professionals are not able to secure sales referrals. Another problem with the inability to receive sales referrals is a lack of clarity on the part of the mid-size to small business owners and sales professionals.

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

No More Cold Calling

JULY 13, 2017

My Favorite Metric: Referrals. Measuring referral activities is simple. Measure the number of: Referrals asked for. Referrals received. Deals closed through referrals. Keep your team accountable and on track by asking specific questions, such as: Who are the people you’ll ask for referrals? Get metrics.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

No More Cold Calling

APRIL 9, 2020

Even with whisper-light computing power and immediate, 140-character Twitter posts, we are a face-to-face species, one that thrives on interpersonal communication and being in the presence of like-minded individuals working together for a common goal. Referral selling is not a “nice to have,” but a “must have,” sales initiative.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Increase Sales

NOVEMBER 8, 2015

Before you seek new sales referrals it helps to have crystal clarity as to who is your potential ideal customer. In many instances it will be the psychographics that will lead to more sales referrals than the demographics. This clarity will help those with whom you are asking for sales referrals. Strategic plan. Marketplace.

Referrals 70

Referrals Ideal Customer Profile Demographics Face-to-face 70

Increase Sales

NOVEMBER 10, 2015

Even the most helpful colleagues, business to business networking members and clients may find it difficult to start sales conversations and especially those that involve sales referrals. It is your responsibility to help others make it easier for them to provide you with quality sales referrals. Some Sales Conversations Prompts.

Referrals 70

Referrals Ideal Customer Profile Networking Conversion 70

Increase Sales

NOVEMBER 9, 2015

So it makes perfect sense to educate your colleagues, your clients as well as those in your business to business networking groups to ensure you receive those coveted sales referrals. Things to Look For: In some instances there is not much difference between things to look for and things to listen for respective to sales referrals.

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

Sales Training Advice

JANUARY 13, 2014

Referrals are the lifeblood of many sales ventures. Sales professionals of all stripes rely on referrals to generate constant leads for future work. Many sales tips for gaining referrals rely on superficial techniques or those that die out over time. Your Customers Aren’t Mind Readers.

Referrals 107

Referrals How To Vendor Lead Rank 107

No More Cold Calling

MAY 26, 2016

Referral selling is a skill that requires practice—lots of it. Yet, sales leaders make the mistake of telling their sales reps to just go “out there” and ask for referrals. Unless they learn the right way to ask for referrals , and practice doing it, they’ll mess it up. Not so fast! She said she felt ridiculous.

Referrals 287

Referrals Cold Calling Face-to-face Intent 287

No More Cold Calling

MAY 19, 2016

Maximize your net worth via your referral network. I 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?”. But they aren’t the only members of your referral network.

ACT 260

ACT Referrals Social Media Cold Calling 260

Increase Sales

FEBRUARY 16, 2015

I was very impressed with those in attendance until I heard one small business professional tell the other 20 people in attendance the following: “My best referral is anyone with a pulse.” Follow her on Twitter or check out her profile on LinkedIn. When she said “anyone with a pulse,” I was taken back.

Ideal Customer Profile 70

Ideal Customer Profile Referrals Small Business Small Business 70

No More Cold Calling

MAY 18, 2017

All they need are referral introductions from people those executives know well. How a Referral Introduction Opens the Door to the C-Suite. That’s the best part of getting referrals—leveraging the inside knowledge of your referral source. How Referrals Work for Account-Based Sales Teams. And I prefer the former.

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

No More Cold Calling

AUGUST 3, 2017

And they’re not asking for referrals. Did the leads come from your website, SDRs , your marketing team, a webinar you conducted, trade shows, or referrals from trusted colleagues? You’ll be poised for additional business—both from your satisfied customers as well as their referrals. It’s also way off the mark. Save your money.

Account 220

Account Closing Sales Qualified Lead Referrals 220

No More Cold Calling

JULY 7, 2016

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. But the next step is to pick up the damn phone and ask their connections for referral introductions.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239