5 Tips to Get Started with Referral Selling

No More Cold Calling
5 Tips to Get Started with
Referral Selling

© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 2
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

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?
30%
50%
70%
90%
100%

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

Resources
• joanne@nomorecoldcalling.com
• 415-461-8763
• www.NoMoreColdCalling.com
• www.linkedin.com/in/joanneblackreferralsales/
• @ReferralSales

5 Tips to Get Started with Referral Selling

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