Home » Archive by Category

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.

Get Joanne’s free monthly newsletter, Back in the Black: Subscribe now.

Around the World in 80 Minutes: No Passport Required

Around the World in 80 Minutes: No Passport Required Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such…
Read more »

PowerPoint Is Killing Your Sales Presentations

PowerPoint Is Killing Your Sales Presentations Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can…
Read more »

[Message to Management]: 14 Things Top Sales Managers Do

[Message to Management]: 14 Things Top Sales Managers Do The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Probably not as often as they should. Under constant pressure to deliver…
Read more »

Say Goodbye to Bad Business

Say Goodbye to Bad Business Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can…
Read more »

How to Get Prospects to Call You Back

How to Get Prospects to Call You Back If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message,…
Read more »

Why Your Email Goes Unanswered

Why Your Email Goes Unanswered Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not…
Read more »

Joanne Talks Social Selling with LinkedIn’s Koka Sexton

Joanne Talks Social Selling with LinkedIn’s Koka Sexton Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is…
Read more »

I Don’t Know You, so Don’t Ask Me for a Referral

I Don’t Know You, so Don’t Ask Me for a Referral People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never…
Read more »

Every Sale Should Be THIS Easy

Every Sale Should Be THIS Easy With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed…
Read more »

Love Them or They’ll Leave

Love Them or They’ll Leave Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients…
Read more »