Why Reps Hate Asking for Referrals Just as Much as Cold Calling

No More Cold Calling

Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. I use the referral system I developed 20 years ago. They all agreed that referrals were the best way to work.

June Referral Selling Insights

No More Cold Calling

These are the attributes of account-based sales teams who embrace referral selling. To learn more about the role of referrals and relationships in account-based selling, check out this month’s blog posts from No More Cold Calling: Do Account-Based Sales Reps Really Need SDRs? “I’ve

Trending Sources

How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

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. Jeanne knew exactly who I was.

Building Your Business on Referrals Pt. 2: Asking for Referrals is Bad Practice

Sales and Management Blog

OK, I know, you’ve been told your entire life as a salesperson that you have to ask for referrals and that if you don’t you’ll fail. The above situation is so common that a great many sellers simply stop asking, thinking that referrals are nothing more than sales mythology, while others, thinking they are the cause of the failure to generate significant numbers of quality referrals, continue to ask with little success and a growing sense of frustration and failure.

Building Your Business on Referrals Part 1: Understanding the 4 Pillars of a Successful Referral

Sales and Management Blog

At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the sale, has done a good job for the client, and then asks a general question such as, “do you know of anyone else that I might be able to help?,” Once a seller has received a referral, contacting the referred party is just as simple.

Does “Call Reluctance” Prevent You from Asking for Referrals?

No More Cold Calling

Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. Write an email with “ Referrals no longer a priority?” Yet, many salespeople find it harder to ask their referral networks for introductions than to cold call strangers.

Why Should the CEO Actually Lead a Referral Program?

No More Cold Calling

” What About a Referral Program? But there was no referral program in place, so no one was asking for referrals. He told me about how he called a former client and asked for an introduction to exactly the person he wanted to meet at a specific financial institution.

Message to Management: Make Referrals Your Priority

No More Cold Calling

It’s up to you to lead the referral-selling charge. Referral Selling is a Complete Shift. Referral selling is not just one more initiative to introduce to your organization. It means integrating referral selling into your sales process and making it your No.

May Referral Selling Insights

No More Cold Calling

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Referral selling is my brand, my mantra—you know, the sort of thing you look up before reaching out to prospects.

Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91

The Sales Blog

Jones, author of “Exactly What To Say” – an incredibly practical book for salespeople that shows you the nuanced changes you can make to the things you say in order to turn negative or cold responses into positive and warm ones. Do you know what to say in order to get referrals?

Exact 19

[Missed Connections]: Referral Selling Insights from February

No More Cold Calling

They also win by getting referrals. Our topic: “How to get the one-call referral meeting.” For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite.

Understand the Four Pillars of a Referral and You’ll Get More and Better Referrals

Sales and Management Blog

At first glance, a referral is a pretty simple thing. For most salespeople, managers, and trainers, a referral is just a name and phone number that a client has given the salesperson once the salesperson has completed the sale and has done a good job for the client. Once a salesperson has received a referral, contacting the referred party is just as simple. Clients don’t give referrals because they like you or even because you did a good job.

[Missed Connections]: May Referral-Selling Insights

No More Cold Calling

We talked on Skype the next morning, and he introduced me to an entrepreneur who wanted to learn about referrals. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they want to see. Take the Referral I.Q.

How to Get More Referrals Now

No More Cold Calling

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. What Makes Referral Selling So Critical?

Referral Selling Recap: October

No More Cold Calling

With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. And if we’re really good, their referrals will keep our sales pipelines full of hearty leads.

Guest Post: Get a Referral Introduction and Never Make Another Cold Call

Jonathan Farrington

With referral selling, all your leads are HOT, HOT, HOT. A colleague once told me that referrals allow us to skip that dreaded “first date” with sales prospects. A referral means you receive a personal introduction from someone your prospect knows and trusts.

Hanging Up Not the Best for Future Sales Referrals

Increase Sales

Believe it or not I was hung up by a salesperson who made it a very clear he was seeking sales referrals after he had sold me on his solution. What prompted this action does require sharing of the events leading up to this not the best sales referral strategy. The customer service representative was a younger person (male) and I carefully explained what happened including sharing the exact message I had received because I wrote it down.

Still Not Getting Referrals? Here’s What You’re Missing

No More Cold Calling

percent who haven’t adopted referral selling? The #1 way to capture new accounts is with referral selling. No other sales or marketing strategy comes close to competing with referral selling. That’s why we featured posts about referral selling this month.

Five Keys to Generating High Quality Referrals

Sales and Management Blog

From the time we enter the sales industry we’ve heard that referrals are by far the best prospecting and marketing method in existence. Yet, very few of us actually get very many high quality referrals. . However, most of these “referrals” are worthless–just names and phone numbers of people or businesses that have no interest in or need for or can’t afford our product or service. Let’s look at five of the most basic things these mega-referral producers have learned: 1.

The Keys to Creating Effective and Productive Referral Partnerships

Sales and Management Blog

Why have top producers found working with other professionals for referrals to work so well while so many others have failed to capitalize on them? I often hear sellers and managers–and even some sales trainers–talk about seeking out ‘referral sources’ to help them find and connect with prospects. These ‘referral sources’ discussions always interest me, so I’ll engage the seller in a conversation about their experience with them. Setting up Referral Partnerships.

[Missed Connections]: Referral Selling Insights from January

No More Cold Calling

Sales professionals are primed to deliver exactly that. For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: Why Should the CEO Actually Lead a Referral Program? Read “ Why Should the CEO Actually Lead a Referral Program? ”).

[Missed Connections]: September Referral Selling Insights

No More Cold Calling

They say women have strong intuition, ask good questions, don’t rush the sale, connect with people, and are terrific at building long-term relationships with prospects, clients, and referral sources. Wonderful”—says this is exactly why he prefers to invest in companies with women at the top.

Asking For a Referral Is Not Asking For a Favor

No More Cold Calling

Asking for a referral is NOT asking for a favor. Referrals Are Right. Asking for a referral is not a risk (as some authors promote) where you risk a relationship or a friendship. If we erroneously follow the “referrals are a favor/risk,” then we’d never ask for referrals.

Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

No More Cold Calling

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?”.

The Reason You Resist Asking For Referrals and What To Do About It

The Sales Blog

The reason you resist asking for referrals is that you have waited too long to do so. After months or years have gone by, it feels weird to ask for referrals. Asking for referrals can help you build a robust pipeline. How to Ask for Referrals.

[Missed Connections] February Referral Selling Insights

No More Cold Calling

Let’s be honest: For the most part, we look exactly the same to our buyers. Things you need to know—but might have missed—from No More Cold Calling this month.

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

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. A LinkedIn connection is not a sales lead. It happened again.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

All they need are referral introductions from people those executives know well. How a Referral Introduction Opens the Door to the C-Suite. She knew exactly who I was and set an appointment for three weeks out. How Referrals Work for Account-Based Sales Teams.

How to Turn Referral Partnerships from Wishful Thinking into Business Producing Machines

Sales and Management Blog

Why have top producers found working with other professionals for referrals to work so well while so many others have failed to capitalize on them? I often hear sellers and managers–and even some sales trainers–talk about seeking out ‘referral sources’ to help them find and connect with prospects. These ‘referral sources’ discussions always interest me, so I’ll engage the seller in a conversation about their experience with them. Setting up Referral Partnerships.

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

Then, and only then, do they have any chance of converting connections into prospects or asking for referrals. And that’s exactly what I plan to do. To me, a “pay to play” approach is akin to offering incentives for clients who provide referrals.

Take Your Sales Conversations Offline and Get That Referral Sale

No More Cold Calling

Get a referral introduction to your decision maker. You’ll get the meeting with exactly the person you want to meet. The #1 reason (you guessed it): a referral from a trusted source. Get that introduction and clinch your referral sale!

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

But while buyers are now very good at homework, they don’t always know exactly what they need from us, or how to get it most efficiently and cost-effectively. Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small Business

Why New Sales Leads Aren’t All that Matter in Sales

No More Cold Calling

They can help your team get referrals to other divisions within their organizations or to their vast networks of colleagues. Having strong relationships with current customers is the best way to get referrals. Want to learn more about generating hot referral sales leads?

Bust Your Slump: Fast Track Referrals to Fill Your Pipeline in 30 Days

Sales and Management Blog

Referrals are difficult for most salespeople to generate. By learning a disciplined, effective, proven process for generating a large number of high quality referrals from each of your clients and even your prospects, referral selling can become a reality. Yet of course, you can’t possibly learn and implement a systematic process of referral generation and expect to see significant results in only 30 days. Get the Referrals. Referrals can be tricky.

Adopt a Targeted Referral Strategy

No More Cold Calling

Make referral selling your priority. On the one hand, sales people agree that referral selling is hands-down their best sales strategy. It’s a completely different animal to implement a referral strategy. What does it take to implement a Targeted Referral Strategy?

Think Referrals Don’t Scale?

No More Cold Calling

Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. I believe in referrals because referral selling works. Still think referrals don’t scale?

4 Reasons to Lock in Your Ideal Clients

No More Cold Calling

When you get referrals to the Ideal Clients you really want, you increase your close rate and decrease the costs involved in making sales. Perhaps more importantly, we understand their businesses and the way they buy, and we can deliver exactly what they need to accelerate their sales cycles.

[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

No More Cold Calling

Actually, it should have read “The Breakthrough Referral System That Will Leave Your Competition in the Dust,” but I didn’t catch the omission in time. People from around the world still write and tell me how my referral program transformed the way they and their teams sell.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

” You who still have your discontent and curiosity alive know exactly what I mean. . Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small Business Women in Sales

Referral Selling Workshop: The No More Cold Calling Workshop.

No More Cold Calling

Referral Selling Training Programs. So, if you want to know exactly what you need to do to change your prospecting tactics to generate more sales without being pushy and salesy, I will show you how to mine the San Francisco Business Times for leads, attract your ideal client, ace out the competition, rev up your sales, and convert prospects to paying clients more than 50 percent of the time. Referral selling rocks! Enroll your clients in your referral process.