Remove Prospecting Remove Referrals Remove Sales Meeting
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Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

I used to think it was just sales newbies who struggled with referral reluctance. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. Referral selling is hard for us all, because it’s the most personal kind of selling. Asking for referrals feels pushy and “salesy.”

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Bust the Myth You Can’t Read Prospects’ Minds

No More Cold Calling

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.

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How to Make Real Connections in the Era of Virtual Sales Meetings

No More Cold Calling

Referral sellers have been relationship-building their way through the pandemic. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. But not referral sellers.

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Why I’m Grateful for Referrals—and for YOU [Q2 Referral Selling Roundup]

No More Cold Calling

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).

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Get Personal—Get Your Referral Introduction

No More Cold Calling

A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. Watch my video Top Tip “ How to Ask For a Referral ”.). You begin a friendly conversation talking about how you both know the Referral Source. Get rid of that dreaded first date.

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Answering Your Most Burning Referral Selling Questions

No More Cold Calling

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?

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How to Reach Decision Makers Every Time

No More Cold Calling

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Referrals help you ace Part One and set you up for success in Part Two. If you don’t get the meeting, Part Two doesn’t matter.