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. And they know the best referral programs require a sales culture where referrals are top priority. What the Best Referral Programs Have in Common.

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The Sales Hunter

MAY 12, 2019

I bet you love getting referrals, but do you love just as much giving them? I am a better salesperson when I am eager to give referrals, because I know I am helping others see and achieve what they didn’t think was possible. Blog leadership Networking Prospecting Sales Call Best Practices Sales Motivation Uncategorized customer motivation prospect referral referrals sales calls

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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. Stop cold calling and start asking for referrals … at scale. How Referral Business Scales. In other words, you begin to develop a referral culture.

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No More Cold Calling

MAY 17, 2019

Asking for referrals feels riskier than cold calling. “I’m 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. One thing most everyone has in common—they’re uncomfortable asking for referrals. Referrals aren’t that hard to come by.

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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. Want a blueprint for building referral alliances? Are you willing to refer your clients or customers to someone else?

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No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. Referral selling is hard for us all, because it’s the most personal kind of selling.

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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. I also know there’s a lot of bad advice that’s proffered about referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. Why Ask for Referrals?

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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 added a question on the last round: “Would you be willing to offer a referral to this client?”. Fifty of this company’s best clients said they’d be glad to give referrals.

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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). Get a phone call to the referral from your customer telling of your impending call. Write a personal note to the referral within 24–hours.

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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. Referral selling is not just one more initiative to introduce to your organization. What this means is that everyone from the top down does their part in generating referrals.

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MTD Sales Training

OCTOBER 23, 2017

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. The whole problem is in the way you THINK about asking for referrals. The average sales person, when thinking about asking for referrals is thinking about asking for potential customers.

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The Sales Heretic

SEPTEMBER 26, 2017

And in no element of selling is this more true than in the process of getting referrals. Which is why it’s so surprising that so many salespeople ask for referrals [.]. Sales close customer product prospect referrals service timing valueIn many aspects of sales, timing is key. Knowing the right time to take the right action can mean the difference between success and failure.

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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. A key reason salespeople don’t get leads from referrals is that they’re hesitant to ask. They don’t know how to ask for a referral the right way.

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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? Make time to take a deep dive into getting referral business, because those are the only sales prospecting techniques that: Get reps meetings in one call (compared to nearly a dozen touches for cold calls). Always Be Asking for Referrals. “I

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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. Meetings are an important activity metric, but your team will never fill their pipelines with hot referral leads if they skip the first step: asking for referrals. The Referral Metrics That Matter. Do the Referral Math.

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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 send me a handwritten thank-you note , whether the referral worked out … or not. Referrals aren’t about money. A winning referral system is about multiplying trust. It’s also why you need a referral program. It’s the key to a successful referral system.

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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. I also know there’s a lot of bad advice that’s proffered about referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. Why Ask for Referrals?

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Jeffrey Gitomer

OCTOBER 6, 2014

Unbreakable Laws of Selling earning referrals Jeffrey gitomer referrals We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Networking Sales Uncategorized 21.5

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MTD Sales Training

MARCH 11, 2016

Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Referrals gaining referrals sales referralsVisit my website for full links, other content, and more! ]].

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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. I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example. My Referral I.Q.

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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? Referral selling is the most personal prospecting method that exists. Ready to put a referral program in place? How many emails are waiting in your inbox?

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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. (It’s One author stated that 20 percent of a company’s clients should come from referrals. 5 Misconceptions About Asking for Referrals.

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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. Here’s what we discussed on the podcast, “ How to Use Referral Selling to Drive Qualified Leads and Generate Sales :”. 3 steps to build a referral culture for your company.

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MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? Add A Link To A Form On Your Website For Referral Submissions. You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers. . Offer A Referral Commission. Provide Valuable Content Your Referral Sources Can Share With Their Network. It may bring you the chance of referrals from your existing clients.

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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. Therefore, it’s even more intimidating for them to ask for referrals. Man or woman, young or old, you likely have call reluctance when asking for referrals.

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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. We put our reputations on the line when we make referrals, and there’s no way I would do that for this person. Don’t tarnish your reputation, or the reputation of your referral sources. That sales app is referrals.

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Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. In fact, most companies experience close rates of 10% to 30% from most lead sources, while referral-based sales tend to close at 50% to 70%. These partners are the heart of your referral engine.

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No More Cold Calling

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear. When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in.

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No More Cold Calling

JULY 23, 2015

If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to get referrals and keep hot new leads coming in. One of my clients came up with a great idea to beat “busyness” and get referrals. He asks his sales team to book five lunches and four breakfasts each week with clients and other referral sources. To be conservative, let’s say only half of those meeting attendees provide referral introductions. Make time to get referrals.

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Jeffrey Gitomer

MARCH 14, 2014

Generating Referrals best sales trainer Jeffrey gitomer sales referrals sales training We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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No More Cold Calling

NOVEMBER 29, 2016

Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. This is particularly true when it comes to asking for referrals, which even seasoned sales professionals find intimidating without regular practice.

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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. Referrals become the way we work, not because we’re told to, but because we know it’s the most effective way to prospect. My referral course launched on LinkedIn Learning , so it’s accessible to everyone.

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No More Cold Calling

APRIL 30, 2017

Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as 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.

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The Pipeline

JULY 24, 2014

Another way that companies have been able to generate revenue from word of mouth type advertising is through referral and affiliate programs. While affiliate programs are probably what you would think of a more typical sales pattern, referrals are person to person advertising at its finest. Many, many different companies and websites have referral programs now. There are really very few downsides to referral marketing. Online referral links tend to be more one-sided.

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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. But clicking buttons is not the way to forge new relationships, and it’s certainly not the way to get referrals. Get Offline to Get the Referral.

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No More Cold Calling

APRIL 21, 2016

Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” That’s just some of the nonsense that’s bandied about by people who think they know how referrals work. I’m asked many questions about how to get started with referrals: What does a referral program look like?

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MTD Sales Training

MAY 24, 2016

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Referrals gaining referrals sales referrals

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MTD Sales Training

MARCH 2, 2016

One area where many salespeople fall short is the gaining of referrals from their clients. Referrals gaining referrals referrals from clientsMany simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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No More Cold Calling

OCTOBER 1, 2019

If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Sales reps tell me they like getting referrals, but they’re not comfortable asking, and they don’t know how to ask. Once they learn how, they vow to adopt a referral approach for 2020. You already know the power of referral introductions. They can also help fill your pipeline with referrals to piping hot leads.

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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. It’s our job as sales reps to turn recommendations into referral leads. Don’t let customer service reps ask for referrals.

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