5 Tips to Get Started with Referral Selling

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Cold Calling is a waste of time and resources. People who don't expect, or want your call are not your top prospects.
• Why cold calling is the bottom of the barrel—and how to tell when you are conducting a cold call, even when you think you aren’t
• Why referrals are gold—and yet almost no one is investing in their nurturing and development
• How to increase your conversion rate to more than 50%
• The 5 steps to run your referral business—and the biggest reason you’re not getting the referral business you think you’re entitled to…
• How to double your sales pipeline within 12 months—without adding to your marketing budget

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  • 5 Tips to Get Started with Referral Selling

    1. 1. No More Cold Calling5 Tips to Get Started withReferral Selling
    2. 2. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 2Welcome!I’m Joanne Black
    3. 3. The Referral Book3© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com
    4. 4. Your Biggest Sales Challenge• Getting the meeting at the level thatcounts• A consistent stream of qualified leads• Converting prospects to customers• Overcoming objections• No time to prospect© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 4
    5. 5. Joanne’s Points of ViewContrary to popular belief—keep an openmind!5© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com
    6. 6. What is a Referral?Referred prospects know us and expect tohear from us6© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com
    7. 7. What is a Referral?You receive an introduction!7© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com
    8. 8. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 8The Referral ImperativeWithout an introduction
    9. 9. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 9You Cold Call
    10. 10. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 10Joanne’s Point of ViewNo one should EVER have to cold call
    11. 11. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 11Joanne’s Point of ViewGenerating Qualified prospects is the mostimportant step in your sales process
    12. 12. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 12Generate Qualified Leads with ReferralsWhen you receive a qualifiedreferral, think about what happens…
    13. 13. Why Referrals Work• You arrive pre-sold• You earn credibility and trust• Your sales time shortens• Competition goes away• There are no “hard” costs© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 13
    14. 14. Why Referrals are KeyWhat percent of the time do you get anew client?30%50%70%90%100%© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 14
    15. 15. Increase Your ConversionsIncrease your conversions to 50% plus!© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 15
    16. 16. Naomi Says…• Since I started applying yourtechniques, Ive gained access at a higherlevel in ten of my target accounts.• Three of which have already generatedbusiness in Fortune 500 companies!© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 16
    17. 17. 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. 415-461-8763. www.NoMoreColdCalling.com 17
    18. 18. Do You Have a Targeted Strategy?© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 18
    19. 19. Referral Results© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 19• Less than 30% of ALLsalespeople ask forreferrals• A high quality referredprospect is more than40 times more likely tobuy• Salespeople who activelyseek and exploit referralsearn 4 to 5 times more
    20. 20. Referrals Get You the MeetingWhy Executives Meet with Salespeople• Research from The TAS Group– Referral from inside their company– Referral from a trusted source outsidetheir company© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 20
    21. 21. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 21What it Takes1. Make referrals a priority2. Integrate into your sales process3. Create metrics4. Build skills5. Implement
    22. 22. Jim Says…• Made my year in the first 6 months• My referral pipeline is full of potential thatsimply requires follow-up• “I am never going back.”© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 22
    23. 23. Make Referrals a Habit• Apply for the six month intensive MastersProgram• Check out No More Cold CallingOnDemand• www.NoMoreColdCalling.com© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 23
    24. 24. Kurt says…"Since starting the Referral Mastersprogram with Joanne Black, we havegenerated a 300% increase in businessdue to referrals.”© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 24
    25. 25. 5 Tips to Get Started1. Make referral selling your priority2. Integrate referrals into your process3. Set up referral metrics4. Build skills in referral selling5. Ask your favorite clients to introduce you© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 25
    26. 26. Big QuestionAre you ready to commit to referral selling?© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 26
    27. 27. Apply Now—NoMoreColdCalling.com© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 27
    28. 28. Referrals Are Your Hottest Leads28© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 28
    29. 29. Resources• joanne@nomorecoldcalling.com• 415-461-8763• www.NoMoreColdCalling.com• www.linkedin.com/in/joanneblackreferralsales/• @ReferralSales29© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com

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