No More Cold Calling

SEPTEMBER 28, 2023

I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling. His response: “What is referral selling?” So, why aren’t they getting referrals at scale? Simply stated, referrals drive revenue.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. Referral selling—and the tenets of a referral-selling system—help you get ahead, stay ahead, and ace out the competition in any economy.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

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?

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

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.

Referrals 328

Referrals Sales Management Hiring Scale 328

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.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

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.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

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.

Referrals 156

Referrals Strategy Marketing Report 156

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.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

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.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

SalesFuel

MAY 20, 2024

Salespeople report that only 30% of their clients and prospects have given them a sales referral in the past year, according to SalesFuel’s Voice of the Sales Rep study. This low percentage reveals a real opportunity for sellers to boost referrals and increase revenue. It’s clear that sellers struggle with asking for a sales referral.

Referrals 116

Referrals Hiring Buyer Persona Face-to-face 116

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.

Referrals 291

Referrals Cold Calling Survey Scale 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.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

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.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

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.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

The Center for Sales Strategy

APRIL 23, 2024

Referrals are the lifeblood of sales success. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even be a pre-qualified lead if the referral itself was based on personal knowledge.

Referrals 87

Referrals Sales Qualified Lead How To Advertising 87

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.

Referrals 238

Referrals Networking Scale Cold Calling 238

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).

Referrals 284

Referrals Call-back Cold Calling Meeting 284

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?

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

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.

Referrals 156

Referrals Closing How To Customer 156

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.

Lead Generation 267

Lead Generation Referrals Sales Qualified Lead Leads 267

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.

Referrals 289

Referrals System Cold Calling Social Media 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?

Referrals 258

Referrals Scale Cold Calling Social Media 258

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.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

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.

Referrals 176

Referrals Hotels Cold Calling Scale 176

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.

Referrals 330

Referrals Negotiation Conference Sales Qualified Lead 330

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.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

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.

Referrals 267

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.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

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.

Referrals 133

Referrals Top of Funnel Closing Strategy 133

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Enter the Referral Code Save300. In the meantime, here’s what you might have missed from No More Cold Calling this month: How to Ask for Referrals: A Comprehensive Guide.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

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%. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

Referrals 177

Referrals Company Scale Case Study 177

Zoominfo

DECEMBER 6, 2021

Scenario Customer referrals with compelling stories of success with your solution can be a significant contributor to your business pipeline. Make it easy for your customers to give referrals. Some referral programs provide incentives, while others rely on the goodwill of their customers.

Referrals 100

Referrals Customer Incentives Incentive 100

Sales and Marketing Management

DECEMBER 1, 2021

Getting qualified sales leads is the fastest way to sales success, but these common mistakes in pursuit of referrals can be career-ending. The post Avoid These Mistakes When Asking for Referrals appeared first on Sales & Marketing Management.

Referrals 136

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 136

Sandler Training

FEBRUARY 8, 2022

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. Step 1: Pick Your Referrers. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training. Practice it!

Referrals 129

Referrals Prospecting Training Social Selling 129

No More Cold Calling

JUNE 7, 2018

And how can a B2B referral program drive up those numbers? They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. You put a referral program in place that ensures reps have the skills to ask for referrals. Why a Referral Program Ensures Trust.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Membrain

MAY 16, 2021

Gaining referrals can seem harder than cold calling. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. It’s something I’ve recently noticed. I know that I struggled with it previously in my career.

Referrals 129

Referrals Cold Calling Relationals Prospecting 129