No More Cold Calling

No More Cold CallingPut Referral SellingInto Action!

Joanne S. Blackjoanne@nomorecoldcalling.com

Welcome. I’m Joanne Black.

• America’s leading authority on referral selling

• Author of No More Cold Calling™

• Over 35 years in sales and sales management

Joanne’s Point of View

Don’t be a follower• The sales landscape has changed• Find your own direction• Step out and step up

Referrals Apply to All Sales

• Enterprise• Professional services• Small- and medium-size businesses • Business-to-business• Business-to-consumer• Job seekers

We’ll Discuss:

1. The unlikely definition of a referral

2. Why referrals are gold

3. The 5 steps to build your referral business

4. The 3 referral traps to avoid

Double Your Sales Revenue

Your goal is to expand your referral network.

Your Biggest Sales Challenge

Most sales professionals say their biggest business development challenges are:

• Getting the meeting at the level that counts

• Converting prospects to customers

• There’s no such thing as a warm call• A call is either cold or…

Referrals Are HOT Calls

Referred prospects know us and expect our call.

Referred Prospects

You receive an introduction!

Why Referrals Are Key

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

Why Referrals Work

• You arrive pre-sold • You’ve earned credibility and trust• Your sales time shortens• The competition goes away (mostly)• Your time with clients increases• There are no “hard” costs

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

Most salespeople say more than 50%, and many say 70% plus

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?

What Is Your Answer?

Targeted Referral Strategy

It’s

COMMON SENSE

But it’s not

COMMON PRACTICE

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

• Make referrals a priority• Integrate into your sales process

• Establish metrics• Build skills• Increase comfort

Priority

The way we work—whether in a team or one-on one

Ask During the Sales Process

Plan/Conduct Meetings

Propose

PresentClose

Implement

Typical Sales

Process

Penetrate Account

Sales Process

Referrals are a daily activity

Metrics

How will you measure yourself and your team and hold them accountable?

Basic Metrics

• Number of people asked• Number of referrals received• Number of referral meetings• Increase in revenue and profits• Number of new client projects• Number of new clients

No More Cold Calling training

Comfort

When will you feel comfortable asking for referrals?

Big Referral Traps to Avoid

1. Assuming your clients will refer you

2. Forgetting to ask

3. Thinking they don’t know anyone

A New Way of Working

• What is your cost of not making the transition to referral selling?

• What are you losing or giving up as a result of this transition?

• What is the cost of doing nothing?

Your Fast Track To Referrals

Register for your monthly Back in the Black Newsletter and receive your Referral I.Q. Quiz—your referral-selling checklist!

http://www.nomorecoldcalling.com/

Go to www.NoMoreColdCalling.com

Referrals Are Gold!

100% 90% 80% 70%

Resources

• www.NoMoreColdCalling.com• joanne@nomorecoldcalling.com• 415-461-8763• @ReferralSales

No More Cold Calling

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