No More Cold CallingPut Referral SellingInto Action!Joanne S. Blackjoanne@nomorecoldcalling.com
Welcome. I’m Joanne Black.           • America’s leading             authority on referral             selling           •...
Joanne’s Point of View           Don’t be a follower           • The sales landscape has changed           • Find your own...
Referrals Apply to All Sales           • Enterprise           • Professional services           • Small- and medium-size b...
We’ll Discuss:           1. The unlikely definition of a referral           2. Why referrals are gold           3. The 5 s...
Double Your Sales Revenue            Your goal is to expand your referral network.© Copyright Joanne Black : All rights re...
Your Biggest Sales Challenge           Most sales professionals say their biggest            business development challeng...
Joanne’s Point of View           • There’s no such thing as a warm call           • A call is either cold or…© Copyright J...
Joanne’s Point of View           HOT!© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-...
Referrals Are HOT Calls           Referred prospects know us and expect our           call.© Copyright Joanne Black : All ...
Referred Prospects           You receive an introduction!© Copyright Joanne Black : All rights reserved : www.NoMoreColdCa...
Why Referrals Are Key                 When you receive a qualified referral                 introduction, think about what...
Why Referrals Work           • You arrive pre-sold           • You’ve earned credibility and trust           • Your sales ...
Why Referrals Are Key                 What percent of the time do you get a                 new client when you receive a ...
Why Referrals Are Key                 Most salespeople say more than 50%,                 and many say 70% plus           ...
You Need a Targeted Strategy           • Written referral sales plan           • Weekly written referral goals           •...
Do You Have a Targeted Strategy?© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 ...
What Is Your Answer?© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763   18
Targeted Referral Strategy           It’s                           But it’s not© Copyright 2011. All rights reserved. Joa...
Referrals Get You The Meeting           Why Executives Meet with Salespeople           • Research from The TAS Group      ...
What It Takes           • Make referrals a priority           • Integrate into your sales process           • Establish me...
Priority                 The way we work—whether in a team or                 one-on one© Copyright Joanne Black : All rig...
Ask During the Sales Process                                   Penetrate                                         Plan/Cond...
Sales Process           Referrals are a daily activity© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalli...
Metrics           How will you measure yourself and your           team and hold them accountable?© Copyright Joanne Black...
Basic Metrics           • Number of people asked           • Number of referrals received           • Number of referral m...
Skill           No More Cold Calling training© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : ...
Comfort           When will you feel comfortable asking for           referrals?© Copyright Joanne Black : All rights rese...
Big Referral Traps to Avoid           1. Assuming your clients will refer you           2. Forgetting to ask           3. ...
A New Way of Working           • What is your cost of not making the             transition to referral selling?          ...
Your Fast Track To Referrals                 Register for your monthly Back in                 the Black Newsletter and re...
Go to www.NoMoreColdCalling.com© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763  ...
Referrals Are Gold!© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763   33         ...
Resources           • www.NoMoreColdCalling.com           • joanne@nomorecoldcalling.com           • 415-461-8763         ...
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No More Cold Calling

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  • POLL
  • No More Cold Calling

    1. 1. No More Cold CallingPut Referral SellingInto Action!Joanne S. Blackjoanne@nomorecoldcalling.com
    2. 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. 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. 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. 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. 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. 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. 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. 9. Joanne’s Point of View HOT!© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 9
    10. 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. 11. Referred Prospects You receive an introduction!© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 11
    12. 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. 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. 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. 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. 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. 17. Do You Have a Targeted Strategy?© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 17
    18. 18. What Is Your Answer?© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 18
    19. 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. 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. 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. 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. 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. 24. Sales Process Referrals are a daily activity© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 24
    25. 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. 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. 27. Skill No More Cold Calling training© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 27
    28. 28. Comfort When will you feel comfortable asking for referrals?© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 28
    29. 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. 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. 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. 32. Go to www.NoMoreColdCalling.com© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 32
    33. 33. Referrals Are Gold!© Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 33 33
    34. 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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