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Jun, 14 2018 | Referral Sales

How to Grow Your Referral Network

Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong. There’s a lot of great […]

Jun, 07 2018 | Referral Sales

How to Build Trust and Generate Leads with a Referral Program

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at […]

Jun, 01 2018 | Referral Sales

Are You Social Enough? May Referral Selling Insights

Here’s what you might have missed from No More Cold Calling last month. “My grandmother started walking five miles a day when she was 60. She’s 69 now, and we don’t know where the hell she is.” That Ellen DeGeneres quote is my opening line in the recent SAP Podcast on the “5 Do’s and […]

Apr, 29 2018 | Referral Sales

Get Referral Examples That Work on LinkedIn Learning (April Referral Selling Insights)

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? Well, now you (sorta) can … […]

Apr, 26 2018 | Referral Sales

Are You Caving on Price in Your Sales Negotiations?

Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make […]

Apr, 20 2018 | Referral Sales

How to Harness the Power of Business Referrals

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Is Winning Cheating? “Sales is hard enough. Let’s cheat […]

Apr, 05 2018 | Referral Sales

Why Should I Give You a Referral?

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going […]

Feb, 25 2018 | Referral Sales

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

It’s noisy out there. Getting meetings with decision-makers is a struggle, and we all look alike to our buyers. A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. Yet, unless yours is among the 5 percent of sales […]

Feb, 22 2018 | Referral Sales

How Asking for Referrals Delivers the Customer Experience

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. The room was packed […]

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