Soumettre la recherche
Mettre en ligne
Put Referrals to Work for Increased Sales
•
Télécharger en tant que PPTX, PDF
•
4 j'aime
•
2,367 vues
Titre amélioré par l'IA
InsideView
Suivre
Business
Signaler
Partager
Signaler
Partager
1 sur 34
Télécharger maintenant
Recommandé
Get inside your Buyers Head - Improve Funnel Conversion Rates
Get inside your Buyers Head - Improve Funnel Conversion Rates
David Skok
CA technologies sales and marketing transformation - OGaraCo
CA technologies sales and marketing transformation - OGaraCo
O'Gara-Co
Lifecycle Marketing in 2013
Lifecycle Marketing in 2013
Desiree Colonna
10 Point Business Fitness Workshop: Are You Fit to Grow
10 Point Business Fitness Workshop: Are You Fit to Grow
Surefire Local
Taller de Prospectación
Taller de Prospectación
TACTICASOFT
5 Tips to Get Started with Referral Selling
5 Tips to Get Started with Referral Selling
Joanne Black
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
LeadSimple
Real World Rules for Lead Scoring & Prioritization
Real World Rules for Lead Scoring & Prioritization
LeadLife Solutions
Recommandé
Get inside your Buyers Head - Improve Funnel Conversion Rates
Get inside your Buyers Head - Improve Funnel Conversion Rates
David Skok
CA technologies sales and marketing transformation - OGaraCo
CA technologies sales and marketing transformation - OGaraCo
O'Gara-Co
Lifecycle Marketing in 2013
Lifecycle Marketing in 2013
Desiree Colonna
10 Point Business Fitness Workshop: Are You Fit to Grow
10 Point Business Fitness Workshop: Are You Fit to Grow
Surefire Local
Taller de Prospectación
Taller de Prospectación
TACTICASOFT
5 Tips to Get Started with Referral Selling
5 Tips to Get Started with Referral Selling
Joanne Black
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
LeadSimple
Real World Rules for Lead Scoring & Prioritization
Real World Rules for Lead Scoring & Prioritization
LeadLife Solutions
Telephone Marketing
Telephone Marketing
enterprisecenter
Vicki Hemphill - Revolutionise Your Referrals
Vicki Hemphill - Revolutionise Your Referrals
Firefish Software
Dgr lls16 look_bookhq-finaldeck
Dgr lls16 look_bookhq-finaldeck
G3 Communications
When Customers Win, You Win: How to Deliver Value That Transforms Your Custom...
When Customers Win, You Win: How to Deliver Value That Transforms Your Custom...
Aggregage
Welcoming a New Commercial Client
Welcoming a New Commercial Client
PrecisionLender
Business development with the power of linked in and sugarcrm sugarcon2012....
Business development with the power of linked in and sugarcrm sugarcon2012....
Leading Results, Inc
The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Br...
The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Br...
Sean Bradley
So You Want to Franchise your Business?
So You Want to Franchise your Business?
Welch LLP
Innovating Beyond Technology #SageSummit
Innovating Beyond Technology #SageSummit
Tom Hood, CPA,CITP,CGMA
Use linked in to find leads and generate new business.pptx
Use linked in to find leads and generate new business.pptx
Leading Results, Inc
Cash Flow and Financing v2
Cash Flow and Financing v2
Mark Lieberman
Building Better Products: Selling Data and Decisions to your Team
Building Better Products: Selling Data and Decisions to your Team
Hannah Flynn
Inprise/Borland Customer Programs
Inprise/Borland Customer Programs
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431
CustomerPrograms
CustomerPrograms
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431
"Crush" 2017 Sponsorship Efforts
"Crush" 2017 Sponsorship Efforts
JP Moery
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1
Dave Parker
Launch A New Business
Launch A New Business
Scott K. Wilder
Launch A New Business
Launch A New Business
Scott K. Wilder
Dave Kellogg's Slides at a Private Equity Group Sales & Marketing Summit
Dave Kellogg's Slides at a Private Equity Group Sales & Marketing Summit
Dave Kellogg
Creating the Internet Dealership Model - Digital Dealer Workshops - Cherry Hi...
Creating the Internet Dealership Model - Digital Dealer Workshops - Cherry Hi...
Sean Bradley
Go-to-market maturity model
Go-to-market maturity model
InsideView
7 Methods to Get your Sales and Marketing Teams Aligned Infographic
7 Methods to Get your Sales and Marketing Teams Aligned Infographic
InsideView
Contenu connexe
Similaire à Put Referrals to Work for Increased Sales
Telephone Marketing
Telephone Marketing
enterprisecenter
Vicki Hemphill - Revolutionise Your Referrals
Vicki Hemphill - Revolutionise Your Referrals
Firefish Software
Dgr lls16 look_bookhq-finaldeck
Dgr lls16 look_bookhq-finaldeck
G3 Communications
When Customers Win, You Win: How to Deliver Value That Transforms Your Custom...
When Customers Win, You Win: How to Deliver Value That Transforms Your Custom...
Aggregage
Welcoming a New Commercial Client
Welcoming a New Commercial Client
PrecisionLender
Business development with the power of linked in and sugarcrm sugarcon2012....
Business development with the power of linked in and sugarcrm sugarcon2012....
Leading Results, Inc
The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Br...
The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Br...
Sean Bradley
So You Want to Franchise your Business?
So You Want to Franchise your Business?
Welch LLP
Innovating Beyond Technology #SageSummit
Innovating Beyond Technology #SageSummit
Tom Hood, CPA,CITP,CGMA
Use linked in to find leads and generate new business.pptx
Use linked in to find leads and generate new business.pptx
Leading Results, Inc
Cash Flow and Financing v2
Cash Flow and Financing v2
Mark Lieberman
Building Better Products: Selling Data and Decisions to your Team
Building Better Products: Selling Data and Decisions to your Team
Hannah Flynn
Inprise/Borland Customer Programs
Inprise/Borland Customer Programs
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431
CustomerPrograms
CustomerPrograms
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431
"Crush" 2017 Sponsorship Efforts
"Crush" 2017 Sponsorship Efforts
JP Moery
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1
Dave Parker
Launch A New Business
Launch A New Business
Scott K. Wilder
Launch A New Business
Launch A New Business
Scott K. Wilder
Dave Kellogg's Slides at a Private Equity Group Sales & Marketing Summit
Dave Kellogg's Slides at a Private Equity Group Sales & Marketing Summit
Dave Kellogg
Creating the Internet Dealership Model - Digital Dealer Workshops - Cherry Hi...
Creating the Internet Dealership Model - Digital Dealer Workshops - Cherry Hi...
Sean Bradley
Similaire à Put Referrals to Work for Increased Sales
(20)
Telephone Marketing
Telephone Marketing
Vicki Hemphill - Revolutionise Your Referrals
Vicki Hemphill - Revolutionise Your Referrals
Dgr lls16 look_bookhq-finaldeck
Dgr lls16 look_bookhq-finaldeck
When Customers Win, You Win: How to Deliver Value That Transforms Your Custom...
When Customers Win, You Win: How to Deliver Value That Transforms Your Custom...
Welcoming a New Commercial Client
Welcoming a New Commercial Client
Business development with the power of linked in and sugarcrm sugarcon2012....
Business development with the power of linked in and sugarcrm sugarcon2012....
The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Br...
The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Br...
So You Want to Franchise your Business?
So You Want to Franchise your Business?
Innovating Beyond Technology #SageSummit
Innovating Beyond Technology #SageSummit
Use linked in to find leads and generate new business.pptx
Use linked in to find leads and generate new business.pptx
Cash Flow and Financing v2
Cash Flow and Financing v2
Building Better Products: Selling Data and Decisions to your Team
Building Better Products: Selling Data and Decisions to your Team
Inprise/Borland Customer Programs
Inprise/Borland Customer Programs
CustomerPrograms
CustomerPrograms
"Crush" 2017 Sponsorship Efforts
"Crush" 2017 Sponsorship Efforts
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1
Launch A New Business
Launch A New Business
Launch A New Business
Launch A New Business
Dave Kellogg's Slides at a Private Equity Group Sales & Marketing Summit
Dave Kellogg's Slides at a Private Equity Group Sales & Marketing Summit
Creating the Internet Dealership Model - Digital Dealer Workshops - Cherry Hi...
Creating the Internet Dealership Model - Digital Dealer Workshops - Cherry Hi...
Plus de InsideView
Go-to-market maturity model
Go-to-market maturity model
InsideView
7 Methods to Get your Sales and Marketing Teams Aligned Infographic
7 Methods to Get your Sales and Marketing Teams Aligned Infographic
InsideView
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
InsideView
Align Sales & Marketing with Sales Enablement [SiriusDecisions Summit 2017]
Align Sales & Marketing with Sales Enablement [SiriusDecisions Summit 2017]
InsideView
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]
InsideView
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
InsideView
Aligned to Achieve: How to Unite Your Teams into a Single Force for Growth
Aligned to Achieve: How to Unite Your Teams into a Single Force for Growth
InsideView
How to Align Sales & Marketing - CEB October 2016
How to Align Sales & Marketing - CEB October 2016
InsideView
Indian Sales & Marketing Mindset Under the Lens
Indian Sales & Marketing Mindset Under the Lens
InsideView
Sponsor Lightning Round - Microsoft
Sponsor Lightning Round - Microsoft
InsideView
Sponsor Lightning Round - Riva
Sponsor Lightning Round - Riva
InsideView
Sponsor Lightning Round - Engagio
Sponsor Lightning Round - Engagio
InsideView
Sponsor Lightning Round - Highspot
Sponsor Lightning Round - Highspot
InsideView
Sponsor Lightning Round - Marketo
Sponsor Lightning Round - Marketo
InsideView
InsideView Market Insights in action - InsideView Drive
InsideView Market Insights in action - InsideView Drive
InsideView
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView
InsideView Target
InsideView Target
InsideView
Top 3 Reasons Sales and Marketing Alignment is Off!
Top 3 Reasons Sales and Marketing Alignment is Off!
InsideView
World Cup Infographic
World Cup Infographic
InsideView
Sales and Marketing have moved in Together
Sales and Marketing have moved in Together
InsideView
Plus de InsideView
(20)
Go-to-market maturity model
Go-to-market maturity model
7 Methods to Get your Sales and Marketing Teams Aligned Infographic
7 Methods to Get your Sales and Marketing Teams Aligned Infographic
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
Align Sales & Marketing with Sales Enablement [SiriusDecisions Summit 2017]
Align Sales & Marketing with Sales Enablement [SiriusDecisions Summit 2017]
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...
Aligned to Achieve: How to Unite Your Teams into a Single Force for Growth
Aligned to Achieve: How to Unite Your Teams into a Single Force for Growth
How to Align Sales & Marketing - CEB October 2016
How to Align Sales & Marketing - CEB October 2016
Indian Sales & Marketing Mindset Under the Lens
Indian Sales & Marketing Mindset Under the Lens
Sponsor Lightning Round - Microsoft
Sponsor Lightning Round - Microsoft
Sponsor Lightning Round - Riva
Sponsor Lightning Round - Riva
Sponsor Lightning Round - Engagio
Sponsor Lightning Round - Engagio
Sponsor Lightning Round - Highspot
Sponsor Lightning Round - Highspot
Sponsor Lightning Round - Marketo
Sponsor Lightning Round - Marketo
InsideView Market Insights in action - InsideView Drive
InsideView Market Insights in action - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView Target
InsideView Target
Top 3 Reasons Sales and Marketing Alignment is Off!
Top 3 Reasons Sales and Marketing Alignment is Off!
World Cup Infographic
World Cup Infographic
Sales and Marketing have moved in Together
Sales and Marketing have moved in Together
Dernier
Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024
Kirill Klimov
Market Sizes Sample Report - 2024 Edition
Market Sizes Sample Report - 2024 Edition
Mintel Group
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
Khaled Al Awadi
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
ashishs7044
8447779800, Low rate Call girls in Tughlakabad Delhi NCR
8447779800, Low rate Call girls in Tughlakabad Delhi NCR
ashishs7044
Kenya’s Coconut Value Chain by Gatsby Africa
Kenya’s Coconut Value Chain by Gatsby Africa
ictsugar
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy Verified Accounts
Kenya Coconut Production Presentation by Dr. Lalith Perera
Kenya Coconut Production Presentation by Dr. Lalith Perera
ictsugar
Contemporary Economic Issues Facing the Filipino Entrepreneur (1).pptx
Contemporary Economic Issues Facing the Filipino Entrepreneur (1).pptx
MarkAnthonyAurellano
International Business Environments and Operations 16th Global Edition test b...
International Business Environments and Operations 16th Global Edition test b...
ssuserf63bd7
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
dollysharma2066
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
ictsugar
Case study on tata clothing brand zudio in detail
Case study on tata clothing brand zudio in detail
Ariel592675
8447779800, Low rate Call girls in Rohini Delhi NCR
8447779800, Low rate Call girls in Rohini Delhi NCR
ashishs7044
India Consumer 2024 Redacted Sample Report
India Consumer 2024 Redacted Sample Report
Mintel Group
Annual General Meeting Presentation Slides
Annual General Meeting Presentation Slides
KeppelCorporation
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03
DallasHaselhorst
Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)
Data Analytics Company - 47Billion Inc.
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
dollysharma2066
Future Of Sample Report 2024 | Redacted Version
Future Of Sample Report 2024 | Redacted Version
Mintel Group
Dernier
(20)
Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024
Market Sizes Sample Report - 2024 Edition
Market Sizes Sample Report - 2024 Edition
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Tughlakabad Delhi NCR
8447779800, Low rate Call girls in Tughlakabad Delhi NCR
Kenya’s Coconut Value Chain by Gatsby Africa
Kenya’s Coconut Value Chain by Gatsby Africa
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail Accounts
Kenya Coconut Production Presentation by Dr. Lalith Perera
Kenya Coconut Production Presentation by Dr. Lalith Perera
Contemporary Economic Issues Facing the Filipino Entrepreneur (1).pptx
Contemporary Economic Issues Facing the Filipino Entrepreneur (1).pptx
International Business Environments and Operations 16th Global Edition test b...
International Business Environments and Operations 16th Global Edition test b...
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Case study on tata clothing brand zudio in detail
Case study on tata clothing brand zudio in detail
8447779800, Low rate Call girls in Rohini Delhi NCR
8447779800, Low rate Call girls in Rohini Delhi NCR
India Consumer 2024 Redacted Sample Report
India Consumer 2024 Redacted Sample Report
Annual General Meeting Presentation Slides
Annual General Meeting Presentation Slides
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03
Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
Future Of Sample Report 2024 | Redacted Version
Future Of Sample Report 2024 | Redacted Version
Put Referrals to Work for Increased Sales
1.
No More Cold
Calling Put Referral Selling Into Action! Joanne S. Black joanne@nomorecoldcalling.com
2.
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 © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 2
3.
Joanne’s Point of
View Don’t be a follower • The sales landscape has changed • Find your own direction • Step out and step up © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 3
4.
Referrals Apply to
All Sales • Enterprise • Professional services • Small- and medium-size businesses • Business-to-business • Business-to-consumer • Job seekers © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 4
5.
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 © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 5
6.
Double Your Sales
Revenue Your goal is to expand your referral network. © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 6
7.
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 © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 7
8.
Joanne’s Point of
View • There’s no such thing as a warm call • A call is either cold or… © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 8
9.
Joanne’s Point of
View HOT! © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 9
10.
Referrals Are HOT
Calls Referred prospects know us and expect our call. © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 10
11.
Referred Prospects
You receive an introduction! © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 11
12.
Why Referrals Are
Key When you receive a qualified referral introduction, think about what happens… © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 12
13.
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 © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 13
14.
Why Referrals Are
Key What percent of the time do you get a new client when you receive a referral? 30% 50% 70% 90% 100% © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 14
15.
Why Referrals Are
Key Most salespeople say more than 50%, and many say 70% plus 30% 50% 70% 90% 100% © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 15
16.
You Need a
Targeted Strategy • Written referral sales plan • Weekly written referral goals • Methods to track and measure referrals • Accountability for results © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 16
17.
Do You Have
a Targeted Strategy? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 17
18.
What Is Your
Answer? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 18
19.
Targeted Referral Strategy
It’s But it’s not © Copyright 2011. All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 19
20.
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 © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 20
21.
What It Takes
• Make referrals a priority • Integrate into your sales process • Establish metrics • Build skills • Increase comfort © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 21
22.
Priority
The way we work—whether in a team or one-on one © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 22
23.
Ask During the
Sales Process Penetrate Plan/Conduct Account Meetings Typical Implement Sales Propose Process Close Present © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 23
24.
Sales Process
Referrals are a daily activity © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 24
25.
Metrics
How will you measure yourself and your team and hold them accountable? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 25
26.
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 © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 26
27.
Skill
No More Cold Calling training © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 27
28.
Comfort
When will you feel comfortable asking for referrals? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 28
29.
Big Referral Traps
to Avoid 1. Assuming your clients will refer you 2. Forgetting to ask 3. Thinking they don’t know anyone © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 29
30.
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? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 30
31.
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/ © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 31
32.
Go to www.NoMoreColdCalling.com ©
Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 32
33.
Referrals Are Gold! ©
Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 33 33
34.
Resources
• www.NoMoreColdCalling.com • joanne@nomorecoldcalling.com • 415-461-8763 • @ReferralSales © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 34
Notes de l'éditeur
POLL
Télécharger maintenant