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No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
No More Cold Calling
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No More Cold Calling

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    • 1. No More Cold CallingPut Referral SellingInto Action!Joanne S. Blackjoanne@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

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