want-to-choose-your-clients-get-referrals 
No More Cold Calling
JULY 2, 2015
You can pick your friends, but you can’t pick your family. My variation: You can’t pick your family, but you can pick your clients. Ideal Clients rock! And then there’s the opposite—the PITA client. PITA clients push you to do more for less. Your profit margins will be squeezed.
No More Cold Calling
MARCH 5, 2020
Your customers are your best source of qualified sales leads. “If If your customers aren’t selling for you, you won’t have customers.” No, I didn’t pay him to promote asking for referrals. No, I didn’t pay him to promote asking for referrals. Clients aren’t mind-readers. Qualifying Leads with Referrals.
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No More Cold Calling
JUNE 25, 2020
How to stop ignoring your best source of new revenue. Are you looking for your B2B sales leads in all the wrong places? Are you looking for your B2B sales leads in all the wrong places? Of all the B2B lead generation tools at your disposal, referral selling is the most effective and least expensive.
No More Cold Calling
MARCH 31, 2021
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. Even so, emails and cold calls aren’t going to help your business recover. Every client I worked with in 2020 had a singular client focus.
No More Cold Calling
MAY 21, 2020
Do you know your referral gap quotient? Steve had a referral program. (Or He proudly told me that 30 percent of his company’s business came from referrals. He explained that whenever clients moved to a new company, they always brought his team in. What about your account executives? Or so he thought.)
No More Cold Calling
JULY 27, 2020
Research shows cold calling scripts and tricks don’t work, but referrals do. Are you getting the results you need? Are you getting the results you need? Flattery can get you everywhere–or at least keep someone on the phone that bit longer.) I’m often asked if there’s research to support my position on referral selling.
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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