Sales and Marketing Management

SEPTEMBER 11, 2023

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or worse,“as soon as you make the sale, ask for a referral.” These strategies are not only wrong, they also jeopardize the future of the relationship.

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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 Up-Sell Prospecting 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 Hiring Ideal Customer Profile Coaching 320

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.

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Referrals Hiring Sales Management Sales 328

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 Revenue 156

No More Cold Calling

OCTOBER 1, 2021

On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. You nurture professional and personal networks that keep your sales pipeline full of referral leads. Is Asking for Referrals on Social Media Rude? Referrals are a favor. Referrals are easy.

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Referrals Sales Cold Calling Decision Maker 316

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.

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Referrals Prospecting Cold Calling Sales Qualified Lead 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.

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Referrals How To Cold Calling Prospecting 327

No More Cold Calling

NOVEMBER 16, 2018

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Scaling a referral business is a series of steps that must be taken.

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Scale Referrals Hiring Sales Qualified Lead 313

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 How To Prospecting Scale 297

Sales and Marketing Management

MARCH 6, 2023

Using a referral program will bring customers into the loop of helping you grow your business. The post How to Close More Deals With a Robust Referral Program appeared first on Sales & Marketing Management. Customers have more impact on brand image than ever before.

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Referrals Closing How To Sales 156

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.

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Referrals Cold Calling Sales Qualified Lead Sales 291

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. How do I ask for a referral from customers I haven’t spoken with in two years?” Why You Can’t Automate Referral Leads.

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Referrals Cold Calling Small Business Small Business 194

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 Prospecting B2B 156

No More Cold Calling

MARCH 1, 2020

She wanted to discuss having me speak to her team about referrals. 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 tarnish your reputation, or the reputation of your referral sources.

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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 Prospecting Up-Sell 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! 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

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. 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.

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Referrals Networking Scale Hiring 238

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

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

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 Up-Sell Prospecting Call-back 284

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 then said he wanted to give referral sales a shot and that he could probably “fit it in.” Diddly-squat.

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Referrals Cold Calling Quota Prospecting 325

No More Cold Calling

OCTOBER 28, 2018

But whether or not they want to admit it, most salespeople do fear asking for referrals. I’ve been asked in the past if women or men are better at referral sales, and I didn’t think it mattered. Once people have built referral skills and learned how to ask for referrals, the genders fare pretty equally. Especially men.

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Cold Calling Referrals Quota Sales Qualified Lead 240

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 Prospecting 289

Jeffrey Gitomer

MARCH 4, 2019

Finding, establishing, and developing strategic alliances and referral partners will get you more business than you can handle. When you get a referral, someone is putting their own reputation on the line. Don't ask for referrals – earn them. Getting a referral means someone is willing to take a risk. Are you worth it?

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Referrals Real Estate Prospecting Lead Rank 289

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 Cold Calling Scale Quota 258

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 How To Prospecting Scale 228

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 Coaching Incentives Incentive 69

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 127

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. My Referral I.Q. A whopping 66.53

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Referrals Lead Rank Lead Scoring Sales 249

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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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 Cold Calling Hotels Sales 176

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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No More Cold Calling

DECEMBER 28, 2017

We’re strong listeners and we’re really good at asking for referrals. Introverts forge strong relationships and uncover problems that their more talkative counterparts miss, so they earn the right to be asking for referrals. And to help your entire team generate hot referral leads, invite Joanne to speak to your team.

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Referrals Negotiation Up-Sell Sales Qualified Lead 330

No More Cold Calling

JULY 25, 2019

You might have a question about referral selling I can answer, want to work together to build a referral culture , or put me in touch with a perfect referral partner. Ideally, you have referral partners in your close business network—people who offer different services to the same size companies in the same industries as you.

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Referrals Networking Cold Calling Lead Rank 267

No More Cold Calling

FEBRUARY 28, 2019

Why didn’t he think to ask for referrals? The post You Don’t Have Time to Ask for Referrals? February Referral Selling Insights] appeared first on No More Cold Calling. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. That’s a rhetorical question. I already know the answer.

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