5 Tips to Get Started with Referral Selling

No More Cold Calling5 Tips to Get Started with Referral Selling

© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com

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Welcome!

I’m Joanne Black

The Referral Book

3© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com

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


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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!



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The Referral Imperative

Without an introduction


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You Cold Call


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Joanne’s Point of View

No one should EVER have to cold call


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Joanne’s Point of View

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


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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


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Why Referrals are Key

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

30%

50%

70%

90%

100%


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Increase Your Conversions

Increase your conversions to 50% plus!


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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


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Do You Have a Targeted Strategy?


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Referral Results


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• 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


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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


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What it Takes

1. Make referrals a priority

2. Integrate into your sales process

3. Create metrics

4. Build skills

5. Implement


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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


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http://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.”


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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


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Big Question

Are you ready to commit to referral selling?


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Apply Now—NoMoreColdCalling.com


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Referrals Are Your Hottest Leads

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60%

100% 90% 80% 70%

50%


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Resources

• [email protected]• 415-461-8763• www.NoMoreColdCalling.com• www.linkedin.com/in/joanneblackreferrals

ales/• @ReferralSales

mailto:[email protected]

http://www.nomorecoldcalling.com/

http://www.linkedin.com/in/joanneblackreferralsales/

http://www.linkedin.com/in/joanneblackreferralsales/

5 Tips to Get Started with Referral Selling

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Transcript of 5 Tips to Get Started with Referral Selling