5 Tips to Get Started with Referral Selling

No More Cold Calling5 Tips to Get Started with Referral Selling

Welcome!

I’m Joanne Black

The Referral Book

Your Biggest Sales Challenge

• Getting the meeting at the level that counts

• A consistent stream of qualified leads

• Converting prospects to customers• Overcoming objections• No time to prospect

Joanne’s Points of View

Contrary to popular belief—keep an open mind!

What is a Referral?

Referred prospects know us and expect to hear from us

What is a Referral?

You receive an introduction!

The Referral Imperative

Without an introduction

You Cold Call

Joanne’s Point of View

No one should EVER have to cold call

Joanne’s Point of View

Generating Qualified prospects is the most important step in your sales process

Generate Qualified Leads with Referrals

When you receive a qualified referral, think about what happens…

Why Referrals Work

• You arrive pre-sold • You earn credibility and trust• Your sales time shortens• Competition goes away• There are no “hard” costs

Why Referrals are Key

What percent of the time do you get a new client?

Increase Your Conversions

Increase your conversions to 50% plus!

Naomi Says…

• Since I started applying your techniques, I've gained access at a higher level in ten of my target accounts.

• Three of which have already generated business in Fortune 500 companies!

You Need a Targeted Strategy

• Written referral sales plan• Weekly written referral goals• Methods to track and measure

referrals• Accountability for results

Do You Have a Targeted Strategy?

Referral Results

• Less than 30% of ALL salespeople ask for referrals

• A high quality referred prospect is more than 40 times more likely to buy

• Salespeople who actively seek and exploit referrals earn 4 to 5 times more

Referrals Get You the Meeting

Why Executives Meet with Salespeople

• Research from The TAS Group– Referral from inside their company– Referral from a trusted source

outside their company

What it Takes

1. Make referrals a priority

2. Integrate into your sales process

3. Create metrics

4. Build skills

5. Implement

Jim Says…

• Made my year in the first 6 months• My referral pipeline is full of

potential that simply requires follow-up

• “I am never going back.”

Make Referrals a Habit

• Apply for the six month intensive Masters Program

• Check out No More Cold Calling OnDemand

• www.NoMoreColdCalling.com

Kurt says…

"Since starting the Referral Masters program with Joanne Black, we have generated a 300% increase in business due to referrals.”

5 Tips to Get Started

1. Make referral selling your priority

2. Integrate referrals into your process

3. Set up referral metrics

4. Build skills in referral selling

5. Ask your favorite clients to introduce you

Big Question

Are you ready to commit to referral selling?

Apply Now—NoMoreColdCalling.com

Referrals Are Your Hottest Leads

100% 90% 80% 70%

Resources

• joanne@nomorecoldcalling.com• 415-461-8763• www.NoMoreColdCalling.com• www.linkedin.com/in/joanneblackreferrals

ales/• @ReferralSales

5 Tips to Get Started with Referral Selling

Business

Transcript of 5 Tips to Get Started with Referral Selling

Sim Biz!!. Getting Started Playing the game Getting started Buying products Selling products Keeping records.

The Ultimate Guide - Getting Started With Social Selling

Patient Guide - Hull IVF … · Getting started The referral process The first step is to obtain a referral letter from your General Practitioner or consultant. If you have difficulty

Why You Should Be Selling Business Continuity Services (5 MSP Tips to Get Started)

Get More Clients: Growing Your Translation Business Through Referral Selling

2006 WI APP 77 COURT OF APPEALS OF WISCONSIN PUBLISHED … · premature presentation to them of its referral selling plan and thus granted the Otts no relief for a referral selling

“Avoiding Share Scams in Cyberspacedownload.asic.gov.au/media/1327364/conference.pdf · also introduces consumer breaches such as “referral selling” with more “free stock”

Our Best-Selling Formulas to Help Get You Started

Referral Desires and Featurescdn.amplifinity.com/.../uploads/UX_sales_infographic.pdf · 2020. 6. 30. · that Spark your Salespeople’s Selling Power TOP 5 1 Referral Desires and

Getting started with Patient-Centered Medical Home … started with Patient-Centered Medical Home ... Getting started with Patient-Centered Medical Home ... Flow diagram of referral

The Six Secrets to Selling to SMBs€¦ · SMBs lean heavily on word-of-mouth referral • Chief resources for word-of-mouth referral are blogs and forums (34%) and third-party reviews

REFERRAL GUIDELINES: ENT / OTOLARYNGOLOGY REFERRAL ...

Social Media Lead Generation - How To Get Started With Social Selling

6Ps of Selling - Get Started Kit

Health Referral System Manual_health Referral Manual

Buying and Selling Guide. - Yellowpages.com · Buying and Selling Guide. You’ll be at home with Aussie. Getting started 01 Selling 02 Choosing an agent 03 Agent checklist 04 Presenting

Selling a Business - chiefexecutiveboards.com€¦ · Selling a Business Sale of Midwest Retail Services Presentation by Ken Pritchett. Background • Started working for Streater

Finding a Job and Getting Started in Practice Course 1805 ... · Started in Practice Course 1805 Marketing Your Practice and Referral Development February 28, 2013, AAAAI, San Diego

Prevention and treatment needs of women who started selling sex as minors

Finding a Job and Getting Started in Practice...Finding a Job and Getting Started in Practice Course 1607 Marketing Your Practice and Referral Development February 22, 2013, AAAAI