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  • POLL

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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