No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. My first client was an outplacement firm (and a referral). Would you be willing to be a referral to this company?” Then I asked the question I still ask every single client today: Have you asked every one of your clients for a referral ? The year was 1996. That got me thinking.

Referrals 385

Referrals Cold Calling Webinar Metrics Call-back 385

No More Cold Calling

MARCH 31, 2021

They recognized that asking clients for referrals was the way to gain access to prime prospects. They knew they had to improve (not negotiable) and recognized referrals were their ticket to qualified leads, a robust pipeline, and a faster path to revenue. Why the sudden interest in referral sales? How do I know this?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

No More Cold Calling

JUNE 27, 2024

I founded No More Cold Calling in 2006, with a mission to show salespeople how powerful (and scalable) referrals can be, and to ensure no one ever had to cold call again. This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 Why is asking for referrals on social media a bad idea?

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

No More Cold Calling

SEPTEMBER 28, 2023

I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling. His response: “What is referral selling?” So, why aren’t they getting referrals at scale? Simply stated, referrals drive revenue.

Referrals 177

Referrals Cold Calling Lead Scoring Lead Rank 177

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

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. Referral selling—and the tenets of a referral-selling system—help you get ahead, stay ahead, and ace out the competition in any economy.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

MAY 21, 2020

Do you know your referral gap quotient? Steve had a referral program. (Or He proudly told me that 30 percent of his company’s business came from referrals. Do they know how to get referrals? He realized that referrals were hit-and-miss in his organization, because they were dependent on inbound calls.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

No More Cold Calling

JUNE 24, 2021

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?

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Cold Calling 256

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Change Your Team into Referral Sales Experts: 5 Steps.

Referrals 328

Referrals Sales Management Hiring Scale 328

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

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

Adaptive Business Services

JULY 24, 2024

Who loves a good referral? Referrals are a tricky business. While the benefits to he or she who receives them are obvious, the benefits to the referrer are maybe less so. Still … a good referral is a service to your customer. Still … a good referral is a service to your customer. You are providing added value.

Referrals 71

Referrals CRM ACT Data 71

No More Cold Calling

MAY 17, 2019

Asking for referrals feels riskier than cold calling. I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

NOVEMBER 16, 2018

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Scaling a referral business is a series of steps that must be taken.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

APRIL 13, 2023

Learn more about the science (and art) of referral selling in my new webinar with Finlistics. It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. It was also the start of Finlistics’s relationship with referral selling. Referrals don’t always happen quite this quickly.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

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 297

Referrals Scale How To Lead Scoring 297

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

No More Cold Calling

DECEMBER 27, 2022

Want to Get Referrals? Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Read “ Want to Get Referrals? Don’t Do This.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 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

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

DECEMBER 30, 2021

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. How do I ask for a referral from customers I haven’t spoken with in two years?” Why You Can’t Automate Referral Leads.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

JULY 20, 2018

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Dead silence.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

DECEMBER 7, 2018

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Relationships and referrals are what business is all about! If you haven’t figured out how to ask for a referral, here’s what you’re missing. Referrals Aren’t Favors.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

No More Cold Calling

NOVEMBER 29, 2018

This is the best time to build your referral network. In the meantime, check out this month’s posts from No More Cold Calling: 4 Reasons You Shouldn’t Get the Referral on LinkedIn. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her.

Referrals 238

Referrals Networking Scale Cold Calling 238

No More Cold Calling

JANUARY 10, 2019

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. I mentioned that most everyone has call reluctance when asking for referrals, because referrals are so very personal. That’s how to get referrals.

Referrals 309

Referrals How To InsideSales Cold Calling 309

Jeffrey Gitomer

MARCH 5, 2019

The most coveted prize in selling besides a sale is a referral. Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are the preferred methods for a first meeting with a referral and customer in order of preference (and effectiveness).

Referrals 284

Referrals Call-back Cold Calling Meeting 284

Jeffrey Gitomer

MARCH 4, 2019

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. Getting a referral means someone is willing to take a risk. Are you worth it?

Referrals 289

Referrals Real Estate Lead Scoring Lead Rank 289

No More Cold Calling

SEPTEMBER 20, 2019

on how he asks for referrals. I never pass up the chance to chat about referrals. Here’s how Mario describes our conversation: Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. 3 steps to build a referral culture for your company.

Lead Generation 267

Lead Generation Referrals Sales Qualified Lead Leads 267

No More Cold Calling

OCTOBER 28, 2018

But whether or not they want to admit it, most salespeople do fear asking for referrals. I’ve been asked in the past if women or men are better at referral sales, and I didn’t think it mattered. Once people have built referral skills and learned how to ask for referrals, the genders fare pretty equally. Especially men.

Cold Calling 240

Cold Calling Referrals Social Media Sales Qualified Lead 240

No More Cold Calling

OCTOBER 18, 2018

Getting referrals business should be top. Organizations that have a disciplined, proactive referral system to ensure sales reps are asking for referrals every single day. Why Aren’t Referrals on the Radar? He then said he wanted to give referral sales a shot and that he could probably “fit it in.” Diddly-squat.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

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

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. You’re going to pay me how much for referral business? You’ll let me know if this was a good referral for you. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not. We all know why.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

SEPTEMBER 20, 2018

If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. Do the Referral Math. At least not at scale. Makes no sense, does it?

Referrals 258

Referrals Scale Cold Calling Social Media 258

SalesFuel

MAY 20, 2024

Salespeople report that only 30% of their clients and prospects have given them a sales referral in the past year, according to SalesFuel’s Voice of the Sales Rep study. This low percentage reveals a real opportunity for sellers to boost referrals and increase revenue. It’s clear that sellers struggle with asking for a sales referral.

Referrals 119

Referrals Hiring Buyer Persona Face-to-face 119

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 Scoring 228

No More Cold Calling

MARCH 30, 2023

” Referrals shouldn’t be the exception either. Just as importantly, I’ve learned how to turn a loss into a win, either by reflecting on the lessons learned with each loss or by asking outgoing clients for referrals. I also know when I have earned the right to ask those prospects for referrals. My prospects are on my side.

Referrals 156

Referrals Cold Calling Social Media Call-back 156