Why Should I Give You a Referral?

No More Cold Calling

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.

How to Harness the Power of Business Referrals

No More Cold Calling

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine.

How to Lose Your Best Referral Sources

No More Cold Calling

I asked if he attributed his success to asking for referrals. He described his target prospect, and as luck would have it, I had the perfect referral. Are Your Account Based Sales Reps Ghosting Their Referral Networks? Treat your referral sources like gold.

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

No More Cold Calling

A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. In most organizations, referrals are happenstance, because salespeople only occasionally think to ask for a referral.

An Inside Look Into Sales Development Practices in 2018

the helpful information, referrals, and eventually the right person on the phone. know the interest is there and have a reliable referral to work with. TABLE OF CONTENT. INTRODUCTION.01. DEFINING THE WORK OF SDRs.02.

The Shocking Secret to Make Asking for Referrals Easier

No More Cold Calling

That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. Referral introductions are as qualified as leads can get. Create Your Ideal Client Profile Before Asking for Referrals .

February Referral Selling Insights

No More Cold Calling

Can you really convert 70 percent of prospects into customers with referral selling? Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time. Test Your Referral Savvy.

Why Introverts Are Better at Asking for Referrals

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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.

December Referral Selling Insights

No More Cold Calling

You may not have heard, but 2017 will be the year of referral selling. Whether you’re a sales leader, an account-based seller, a sales rep, or an entrepreneur, when you receive referral introductions, you get every meeting in one call. Test Your Referral Savvy.

How Asking for Referrals Delivers the Customer Experience

No More Cold Calling

That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. She brilliantly connects referral selling with the customer-centric sales reality. Here’s her guide to referral sales. .

March Referral Selling Insights

No More Cold Calling

And all traits that make women especially talented at asking for and receiving referrals. Referrals and relationships are two sides of the same coin. Test Your Referral Savvy. I’m conducting a study on referrals, and I need your help. Take the Referral I.Q.

October Referral Selling Insights

No More Cold Calling

These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? 6 Simple Ways a Referral Program Eradicates Top Sales Challenges. Read “ 6 Simple Ways a Referral Program Eradicates Top Sales Challenges.”). Test Your Referral Savvy.

6 Simple Ways a Referral Program Eradicates Top Sales Challenges

No More Cold Calling

The solution is clear and right in front of you: a disciplined, systematic referral program with skills, metrics, and accountability for results. 6 Ways a Referral Program Solves These Top Challenges. No other sales or marketing strategy comes even close to referral results.

5 Reasons Your Account Based Sales Team Flunked Referral Selling

No More Cold Calling

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Referrals received.

How Referrals Close the Buyer Divide

No More Cold Calling

The key to changing that perception is working through referrals. Bridge the Divide with Referrals. Referrals builds trust. Referral sellers don’t just offer a quick fix; we offer expertise and tailored solutions. Get referral introductions.

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.

Bad Referrals Are Your Fault | Sales Strategies

The Sales Leader

This particular group was whining to me that they used to ask for referrals all the time, but they were terrible. Sales Coaching referrals sales Sales LessonsRecently, I’ve been working with a lot of financial selling professionals.

The #1 Reason Your Referral Program Won’t Work

No More Cold Calling

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. Referral Sales Referrals

Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Sales leaders don’t take time to implement a referral system. They’re constantly asking for referrals.

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

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.

Simply Speaking Sales Referrals Are Priceless

Increase Sales

Sales referrals are like gold, actually more valuable. When trusted colleagues or friends either make a sales recommendation or provide a name when asked, this action usually means increase sales for the beneficiary of the sales referral. Sales referrals are indeed priceless.

Asking for Referrals Via Email—Big Mistake

No More Cold Calling

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.

July Referral Selling Insights

No More Cold Calling

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. It requires personal connections—referral introductions from current clients. Test Your Referral Savvy. Please take my 14-question Referral I.Q.

Your Most Burning Referral Questions Immediately Answered

No More Cold Calling

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.” What’s the right way to ask for referrals?

Too Busy to Get Referrals?

No More Cold Calling

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. Make time to get referrals.

January Referral Selling Insights

No More Cold Calling

Instead, I create weekly referral goals. Each week I decide who I should be asking for referrals, who I want to thank, who I miss talking to, and how I can continue to engage my clients in unique ways. Referral selling is way more than just a resolution. Take the Referral I.Q.

How to Really Heat Up Your Referral Sales Strategies

No More Cold Calling

Referral selling not working for your team? Think you can just tell sales reps to go ask for referrals? Your Referral Sales Strategies Are Missing Something. Referrals don’t just happen, at least not at scale. Why do you need disciplined referral sales strategies ?

How to Get Better Referrals

The Sales Leader

Referrals don’t work. Sales Coaching Millennial Sales Talent motivating employees optimizing sales Pipeline Management referralThat’s what a client of mine recently told me.

Want Referrals? Ask Women [September Referral Selling Insights]

No More Cold Calling

It’s the number of views on my LinkedIn Status Update asking why referrals aren’t discussed as the #1 approach to smart prospecting. Women’s brains are hardwired to make us nurturers, connectors, and collaborators, and that’s why women are tops at referral selling.

When Asking for Referrals Can Hurt Account-Based Sales

No More Cold Calling

Asking for referrals? Digital Referrals? Your account-based selling team breaks all the rules of social selling when they ask for referrals on LinkedIn. Selling—and referral selling in particular—requires real relationships, not just social media connections.

Not All Sales Referrals Produce Revenue

Increase Sales

Sales referrals are an excellent revenue producer. Some, not all, executive coaches or business coaches in the first 15 minutes of the sales conversation can usually determine the problem or problems keeping the sales referral from the attainment of his or her goals.

How Account-Based Sellers Make Money with a Proven Referral Program

No More Cold Calling

Account-based selling is, however, an extremely effective way to sell, especially when it’s partnered with a robust referral program. Getting referrals is the #1 way for prospecting into named accounts and then expanding to other areas of a client company.

September Referral Selling Insights—Get Started for $47

No More Cold Calling

So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47. 5 Referral Tips (Webinar). Act now to jumpstart your referral selling. There’s been a huge jump in referral conversion rates. Test Your Referral Savvy.

Don’t Confuse Recommendations with Referral Leads

No More Cold Calling

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. It’s our job as sales reps to turn recommendations into referral leads.

Rusty Skills Won’t Win the Gold: January Referral Selling Insights

No More Cold Calling

When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not Why are they the only ones interested in building referral skills? Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams.

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. Referrals: They’re Hot, Hot, Hot!

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.

[Missed Connections] Referral Selling Insights from June

No More Cold Calling

By implementing a strategic referral program, with referral skills, metrics, and accountability for results. A referral program is your missing link to ensure sales reps build a consistent stream of qualified leads and get meetings with decision-makers in one call.

[Missed Connections] Referral Selling Insights from July

No More Cold Calling

Here’s what they told me: While only 6 percent of attendees already had a referral system in place, by the end of the 45-minute webinar, 91 percent said they were ready to commit to referral selling as their primary outbound prospecting strategy. But referral selling isn’t easy.