No More Cold Calling

MARCH 1, 2020

She wanted to discuss having me speak to her team about referrals. Not only was she rude and disrespectful, but if she didn’t follow up with me, I wouldn’t trust her to follow up with my referrals. Referrals are very, very personal. Don’t tarnish your reputation, or the reputation of your referral sources.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

AUGUST 14, 2019

I didn’t plan to start my referral business so soon. From Consulting Business to Referral Business. It never crossed my mind that I’d launch a referral business. I didn’t focus on the referral business angle until I started working with my first client. I asked specific questions about referrals. The Answer: No.

Referrals 291

Referrals Cold Calling Survey Scale 291

Jeffrey Gitomer

MARCH 4, 2019

A patent and trademark attorney exchanges with a marketing consultant. Finding, establishing, and developing strategic alliances and referral partners will get you more business than you can handle. When you get a referral, someone is putting their own reputation on the line. Don't ask for referrals – earn them.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

No More Cold Calling

OCTOBER 6, 2016

The solution is clear and right in front of you: a disciplined, systematic referral program with skills, metrics, and accountability for results. 6 Ways a Referral Program Solves These Top Challenges. When your sales reps prospect through referrals, they: Get every meeting at the level that counts with one call.

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

No More Cold Calling

JUNE 30, 2021

One person even said that referral selling changed the trajectory of his business. Ready to read more about referral selling? Check out what you might have missed from my blog over the last few months: Celebrating 25 Years in Referrals: My Story. My first client was an outplacement firm (and a referral).

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

No More Cold Calling

OCTOBER 1, 2021

On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. You nurture professional and personal networks that keep your sales pipeline full of referral leads. Is Asking for Referrals on Social Media Rude? Referrals are a favor. Referrals are easy.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

APRIL 5, 2018

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. My Referral I.Q. There it is.

Referrals 249

Referrals Lead Rank Lead Scoring Scale 249

No More Cold Calling

MARCH 31, 2020

The stock market rose to unheard-of levels, and unemployment was lower than ever. How to Ask for a Referral from a Client. “If No, I didn’t pay him to promote asking for referrals. You learn how to ask for a referral from a client—and then you ask every single one of them. What a ride we were on the last few years!

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. And how can a B2B referral program drive up those numbers? You put a referral program in place that ensures reps have the skills to ask for referrals.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Referral selling is the most personal kind of selling on the planet.

Referrals 265

Referrals Account Cold Calling Social Media 265

No More Cold Calling

FEBRUARY 28, 2019

One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. But referral selling is easier said than done.

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

APRIL 20, 2017

Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. I use the referral system I developed 20 years ago. The marketing department mailed VHS tapes (yes, it was that long ago) about our new product to VPs of Sales at Fortune 1000 companies.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! Even if they do know each other, name dropping is not the same thing as having a referral. However, when you receive a referral introduction from someone your prospect knows and trusts, your lead goes from ice cold to HOT. Dialing for dollars or getting referrals? Stop rationalizing.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

JUNE 25, 2020

Of all the B2B lead generation tools at your disposal, referral selling is the most effective and least expensive. Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. How’s that for attracting new clients in a highly competitive market? Referrals are lifelong.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

APRIL 30, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. April Referral Selling Insights] appeared first on No More Cold Calling.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

OCTOBER 1, 2019

Sure, marketing will toss you some names after the holidays, but those aren’t leads you can count on. If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Once they learn how, they vow to adopt a referral approach for 2020. Tough, right? I’d had it.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

Sales and Marketing Management

JUNE 19, 2018

Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. My team chooses to honor others before ourselves, and our referral rate is 10 times everyone else’s. But the value of our referral traffic makes the waiting worthwhile. Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

No More Cold Calling

AUGUST 22, 2024

Referrals solve the key problems that modern sales leaders face. A disciplined referral program—with ongoing coaching, metrics, and accountability for results—is the solution to the key business development challenges that CROs face today. Marketing is not the answer. CROs face constant pressure to drive growth. Big problem!

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

No More Cold Calling

MAY 14, 2020

I was struggling with a new way to position referral selling during a recession. You must ask them for referrals. You definitely need to ask for referrals to receive them at scale. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. It’s not always about revenue growth.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.”

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

SEPTEMBER 6, 2019

When you prospect by referral, you treat all customers like gold. I’ve never had a good customer experience at that market, but this was over the top. They can also help fill your pipeline with referrals to piping hot leads. That’s why a referral culture leads to a stellar customer experience. I’d had it.

Referrals 189

Referrals Customer How To Airlines 189

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Part Two: Everything that happens after that.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or Well, here it is … Commit to Building Your Referral Business. Save Money. Reduce Costs.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. In fact, most companies experience close rates of 10% to 30% from most lead sources, while referral-based sales tend to close at 50% to 70%. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

Referrals 177

Referrals Company Scale Case Study 177

No More Cold Calling

NOVEMBER 30, 2019

For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. Is your team asking for referrals? Are you getting customer referrals? Or are you sticking with your current prospecting strategy—“personalized” marketing and social media blasts?

Referrals 197

Referrals Cold Calling Loyalty Fashion 197

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Here’s the beauty of a referral.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales 2.0

MAY 20, 2020

If you’re a sales person, business owner, or marketer, your job is to facilitate this transmission. If you’ve done any selling at all, you know that referrals work way more effectively than cold calls. When you use a referral, trust comes to your aid. Trust changes everything. This is because of trust.

Cold Calling 501

Cold Calling Referrals Networking Education 501

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Or rather, change them back —from digital marketing to relationship building. Referrals are as old as time. Referrals are based on trust. That’s why your existing clients are your best possible source for referrals, because with them, you’ve definitely earned that right.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MAY 2, 2019

Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. I looked forward to discussing why referrals were the fastest business driver and how to create a measurable, impactful referral sales plan. Was anyone going to come and learn how to sell by referral? I waited and waited.

Small Business 316

Small Business Small Business Referrals Hiring 316

Sales 2.0

MAY 1, 2020

Referrals from your clients and network : In all my years of selling the one thing that I have found makes the biggest difference is having a relationship. From a relationship you can get a referral. Referrals get you in multiple times more easily than when you are an “outsider”. They can be your aunt or plumber. It still works.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

No More Cold Calling

JUNE 29, 2023

For nearly three decades, my sole focus has been helping growing companies leverage referrals to drive revenue. Everyone agrees that referrals are the best source of new business. Referrals have an average conversion rate of more than 50 percent (most say it’s closer to 70 percent) and an increased ratio of qualified opportunities.

Referrals 177

Referrals Channels Cold Calling Scale 177

Zoominfo

JANUARY 27, 2019

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. Therein lies the power of word-of-mouth marketing.

Social Media 210

Social Media Referrals Marketing Influencer 210

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You’ll get high ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Sales and Marketing Management

MARCH 6, 2023

Using a referral program will bring customers into the loop of helping you grow your business. The post How to Close More Deals With a Robust Referral Program appeared first on Sales & Marketing Management. Customers have more impact on brand image than ever before.

Referrals 156

Referrals Closing How To Customer 156

Sales and Marketing Management

SEPTEMBER 11, 2023

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or worse,“as soon as you make the sale, ask for a referral.” These strategies are not only wrong, they also jeopardize the future of the relationship.

Referrals 156

Referrals Strategy Marketing Report 156