Referral-Selling Articles

  • September Referral Selling Insights—Get Started for $47

    AllProductsHere’s what you might have missed from No More Cold Calling this month.

    “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs.

    It’s that time for my “Getting Started” package for individual salespeople. So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47.

    “Getting Started” includes:

    ➤ 7 audio downloads (MP3)

    No

  • Are You Derailing Your Prospecting Success?

    prospectingYou can’t make a living off future promises.

    It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them.

    We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business.

    Aha, we’ve got the answer. We know our solution will fix everything. We jump in and demonstrate (in wrenching detail) how our product will solve every one of her problems in no time. The customer nods

  • Beware This Really Big Gap in Your B2B Sales Strategies!

    B2B Sales StrategiesNeglect referral plans at your own risk.

    Mind the gap” is a famous phrase in London. It alerts travelers to the potentially dangerous space between the platform and train on the London underground system. This gap occurs on curved platforms. There’s a gap at the end car on inside curves, and a gap in the middle car on outside curves.

    When crafting your B2B sales strategies, think of the sales process as a curve. Unless you sell a commodity, no sale is

  • Is Your Online Brand Different than Your In-Person Brand?

    B2B SalesIn B2B sales, it’s important to make a good first impression.

    You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor.

    Today your online brand is just as critical as your in-person brand. You must show up online like you show up in person, because digital first impressions are as important as the real thing.

    If you want to be seen

  • Are Your Salespeople in the Top 90%?

    get referralsHere’s how to actually win with referral sales strategies.

    More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent.

    NMCCPoll

    These stats are from a recent webinar I conducted— “Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

    Either way, the

Power of Referrals

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Get a greater return on your entrepreneur efforts and small business marketing by making referral selling your preferred method of pitching potential customers.

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