No More Cold Calling

No More Cold CallingPut Referral SellingInto Action!Joanne S. Blackjoanne@nomorecoldcalling.com

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

No More Cold Calling

by InsideView on Jul 12, 2012

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