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Referral Selling in Associations

Your members are business owners and professionals who know the importance of sales, but who often view sales as a “dirty word.”

Your members are passionate about the product or service they developed, they recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill. Whatever their business-start rationale, they acknowledge that attracting new clients expands their business and continues to increase their revenue and profits. In short, they must sell.

When your members learn that adopting a referral-selling system means no cold calling, they are relieved and excited. They realize they leave money on the table every single day and understand that current clients are their best source of referrals. Attracting new business and increased sales adds profits to their bottom line.

Members learn through keynote speakers, breakout sessions, and training what it takes to build their referral business, the essential business-development steps, and sales traps to avoid.

Referral Selling Articles for Associations

Learn about No More Cold Calling’s proven referral-selling methodology and how it changes the way your members increase revenue and profits. Below, you’ll find a collection of referral-selling articles specifically targeted to and about membership associations. Take a read, and let us know what you think.

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Women in Sales: What’s Standing in Our Way?

Women in Sales: What’s Standing in Our Way?

We’ve come a long way, baby. But saleswomen still have challenges to overcome.
Men tell me the best salespeople they know are women. They say women have strong intuition, ask good questions, don’t rush the sale, …

[Missed Connections]: August Referral Selling Insights

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Don’t Confuse Recommendations with Referral Leads

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

Stop ignoring your rainmakers.
Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t …

Don’t Confuse “Target Market” with “Ideal Client”

Don’t Confuse “Target Market” with “Ideal Client”

Sales and marketing play different roles in lead generation.
It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. They have already …

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Without strong relationships, your sales career is DOA.
Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients?
It’s not what will …

Does “Call Reluctance” Prevent You from Asking for Referrals?

Does “Call Reluctance” Prevent You from Asking for Referrals?

What are salespeople so afraid of?
“I think I’ve told you before that I have a mild-to-moderate case of call reluctance.  Even warm opportunities I’m following up on create anxiety.”
I was a little surprised to receive …

[Message to Management]: What a Winning Sales Team Does Differently

[Message to Management]: What a Winning Sales Team Does Differently

To attract and retain talented salespeople, build an environment where winners can thrive.
I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the suntan lotion.” He looked …

[Missed Connections]: July Referral-Selling Insights

[Missed Connections]: July Referral-Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
A beach, a ball, an ocean, a lake, a pool … that’s all kids need for a great summer vacation. That’s all adults …