No More Cold Calling

SEPTEMBER 6, 2018

For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. Empower them to ask.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

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 Inbound Webinar Metrics 385

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

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

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

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

No More Cold Calling

DECEMBER 28, 2017

We’re strong listeners and we’re really good at asking for referrals. Introverts forge strong relationships and uncover problems that their more talkative counterparts miss, so they earn the right to be asking for referrals. And to help your entire team generate hot referral leads, invite Joanne to speak to your team.

Referrals 330

Referrals Negotiation Conference Sales Qualified Lead 330

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

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

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 InsideSales How To Cold Calling 309

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

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

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

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

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

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

MARCH 31, 2020

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. And they frequently don’t know who they should refer to us—because we haven’t asked for referrals and described our ideal client.

Referrals 326

Referrals Cold Calling How To Call-back 326

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 Marketing Qualified Lead 267

No More Cold Calling

OCTOBER 24, 2024

Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal. Your clients are your best source of new sales opportunities; their referrals are the most effective and efficient way to get meetings with hot prospects. But if you don’t ask, you don’t get.

Opportunity 177

Opportunity Referrals How To Pipeline 177

No More Cold Calling

JUNE 7, 2018

And how can a B2B referral program drive up those numbers? They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. You put a referral program in place that ensures reps have the skills to ask for referrals. Why a Referral Program Ensures Trust.

Referrals 276

Referrals Sales Qualified Lead Marketing Qualified Lead Leads 276

No More Cold Calling

JULY 25, 2019

You might have a question about referral selling I can answer, want to work together to build a referral culture , or put me in touch with a perfect referral partner. Ideally, you have referral partners in your close business network—people who offer different services to the same size companies in the same industries as you.

Referrals 267

Referrals Networking Cold Calling Lead Rank 267

No More Cold Calling

MAY 22, 2019

Stop talking about referrals. Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? Everyone raves that referrals are their best source of new business, but few salespeople actually raise their hand and commit to referral selling. Start Doing Referrals.

Referrals 47

Referrals Course Training Hiring 47

No More Cold Calling

DECEMBER 7, 2023

How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. So the ratio of referral requests to new clients is roughly four to one (4:1).

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

APRIL 30, 2020

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. What do businesses typically do when clients stop buying and the sales pipeline dries up?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships. Word-of-mouth is not the same thing as referrals.

Referrals 432

Referrals Customer Social Media Revelation 432

No More Cold Calling

APRIL 29, 2019

Referral sellers. The post Even in B2B, Customer Experience Defines You (April Referral Selling Insights) appeared first on No More Cold Calling. Then they wonder why their teams can’t close, or why reps spend all day cold calling and rarely ever get a bite. Because they’re overlooking something fundamental.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

No More Cold Calling

FEBRUARY 1, 2024

Get offline to get your referral. But clicking buttons to forge new relationships is a waste of time, and digital referrals are a myth. Why is asking for referrals on social media a bad idea? 4 Reasons Not to Ask for Referrals on Social Media 1. 4 Reasons Not to Ask for Referrals on Social Media 1.

Social Media 194

Social Media Referrals Media Lead Generation 194

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. That’s the power of referral selling. Referral selling is a complete shift.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

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. The #1 way to build trust with B2B sales leads is with a referral from someone your prospect knows and trusts.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

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

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. What is referral selling? referral sources) will ignore you. Thats one less potential client to pursue, and one less referral network to tap into. You actively damage your sales reputation.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

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

Alice Heiman

JANUARY 15, 2025

Referrals are an often-overlooked yet highly effective way to boost sales. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process. Learn why referrals outperform cold outreach, how they lead to higher-quality leads, and why they drive stronger customer retention.

Referrals 62

Referrals Closing Ideal Customer Profile Retention 62

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. Referral selling is either the priority, or it’s not.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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. I knew I needed to reposition why referrals work and why they’re not discretionary now. It’s not always about revenue growth. Was I wrong?

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428