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Referral Sales Articles

Apr, 01 2010 | Referral Sales

"Anatomy of a Cold Call"

Why is it that when the economy tanks, people who never before talked about referrals come out of the woodwork—and they have no idea what they’re talking about. Cold calls are a waste of your time. Get smart about referrals. Start here.

Mar, 10 2010 | Referral Sales

Referral Selling Is Not a One-Time Event

There has been a lot of buzz about a Make a Referral Week. While encouraging people to make referrals is a great idea, focusing on just one week without tools and guidance is a recipe for disaster.

Feb, 25 2010 | Referral Sales

It’s Not About Location

It’s not about location, it’s about value: Sometimes we forget the real value we bring to our sales process and to our clients. Your real value is not how long it takes you to complete a task, but the time and effort it took you to acquire the requisite skills.

Feb, 23 2010 | Referral Sales

Make This Your Game-Changing Selling Year

Referral selling works. With a qualified referral, salespeople report securing a new client more than 50 percent of the time. Make this your game-changing selling year!

Jan, 18 2010 | Referral Sales

Join Me at the No More Cold Calling 2010 Webinar

You know I love to share my love of referrals. So here’s your personal invitation to join David Nour, author of ConnectAbility and Relationship Economics®, and me for the one-hour, FREE No More Cold Calling in 2010 Webinar on January 26th. Catapult Your Sales Through Referrals Consistently attract your best and most profitable clients while […]

Jan, 05 2010 | Referral Sales

Win the Sales Game With Winning Emails

You’ve become a top-notch referral networker, you take action on your referral sales plan, and you leave excellent voicemail messages. What messages does your email communication convey? With ever-present Internet access (“crackberry,” anyone?) and Twitter, your emails and character-limited “tweets” say as much about you as your business card. A whole new school of thought […]

Dec, 15 2009 | Referral Sales

Get Your Network Working for You

Networking Is Not an Option Show Up Woody Allen’s said: “Eighty percent of success is showing up.” Showing up counts. The more often you show up, the more visible you become, and the more people know you and recognize you. Opportunities abound at the Holidays to meet new people at a very social and happy […]

Nov, 11 2009 | Referral Sales

Network Like You Mean It

Successful sales start and end with referrals. And referrals come from people. Which means you need to know and connect with people to build your sales through referrals. Which means: Networking! Networking inspires all sorts of analysis and dread, but in the end, building relationships and being genuine count. You network to sell a product, […]

Oct, 11 2009 | Referral Sales

How to Ask for Sales Referrals, and Succeed!

One of the top reasons salespeople lose business and neglect to employ a referral-selling strategy is that they’re afraid to ask for referrals. It doesn’t matter whether a salesperson changes industries, takes a job right out of school, or is a sales veteran of 20 or 30 years. They, too, agree that nothing compares to […]

Sep, 01 2009 | Referral Sales

Differentiation: Stand Out In the Crowd

When was the last time you worked on defining your business? Was it at a No More Cold Calling webinar or workshop? Look inward at your business. Take time to analyze your differentiation. The defining selling characteristic: What is your business? How do you describe your capabilities that relate to the shift in today’s market? […]

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