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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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4 Ways to Get Past the Gatekeeper (No Tricks Required)

4 Ways to Get Past the Gatekeeper (No Tricks Required)

When you have a referral introduction, there’s no need to dupe the gatekeeper.
Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with …

[Message to Management]: 74 Percent of Salespeople Are Failing

[Message to Management]: 74 Percent of Salespeople Are Failing

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed.
Did you learn to sell in school? I didn’t. I graduated from college with a Liberal Arts degree—English major, history …

’Tis the Season for Networking

’Tis the Season for Networking

Keep these networking success secrets in mind as you make the rounds at holiday parties this month.
It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office …

Your Millennials Are Gems Just Waiting to Be Polished

Your Millennials Are Gems Just Waiting to Be Polished

Sales organizations need to engage the next generation of rainmakers.
When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love …

3 Dangers for Salespeople Who “Assume”

3 Dangers for Salespeople Who “Assume”

Assumptions tank deals and ruin sales pipelines.
Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We …

[Message to Management]: Top Earners Deserve More of Your Time

[Message to Management]: Top Earners Deserve More of Your Time

All sales reps need coaching and guidance, but rainmakers deserve extra attention.
The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause …

[Missed Connections]: November Referral Selling Insights

[Missed Connections]: November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are …

You Don’t Have to Be a Millennial to Top the Social Media Charts

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage.
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I …

What Salespeople Can Learn from Sandcastles

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one.

Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and …

[Message to Management]: How Much Time Should You Spend with Direct Reports?

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading.
Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of …