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Referral Selling in Small Business

“Small” may be the way government classifies you, but you are the backbone of the global economy.

You chose your line of work because you are passionate about a product or service you developed, recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill.

Bottom line: You love what you do.
Reality: You’re not crazy about selling.

You acknowledge that attracting new clients expands you business and continues to increase your revenue and profits. Most likely you did not grow up in sales. You may think that “sales” is a dirty word—that salespeople are pushy, arrogant, loud, and in-your-face. That’s not you.

Business development is a scary proposition. You don’t employ a large marketing department—maybe none at all. You know that cold calling doesn’t work, and you hate it. You need to craft a sales strategy that fits your company and your personality.

Your Sales Solution Has Arrived

The good news: When you adopt a referral-selling system, you don’t cold call. You tap into your referral network and immediately expand your sales reach.

The bad news: You leave money on the table every single day when you don’t ask your current clients to make a referral introduction. Attract new business, increase sales, and add profits to your bottom line when you learn and adopt referral selling as your business-development sales system.

Referral-Selling Articles for Small Business

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

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What Every Sales Woman Should Know [Webcast from No More Cold Calling and Salesforce.com]

What Every Sales Woman Should Know [Webcast from No More Cold Calling and Salesforce.com]

Salesforce.com heard about my new presentation, “Big Deals and High Heels: Why Women Are Naturals at Selling,” and invited me to co-host a webcast with Jamie Domenici, Salesforce’s vice president of marketing.
The webcast is this …

[Missed Connections]: April Referral-Selling Insights

[Missed Connections]: April Referral-Selling Insights

Here’s some important information you might have missed from No More Cold Calling this month.
Batter up!
Baseball season is in full swing in the U.S.—a sure sign that spring has officially sprung. Spring is also a …

You Are Not Your Generation

You Are Not Your Generation

Stop thinking of people in terms of generations, and start thinking about them as individuals.
My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Who we …

5 Goals Every Millennial Should Have

5 Goals Every Millennial Should Have

Sales and marketing expert Anthony Iannarino shares his “letter to digital natives”
When a 27-year-old told me, “There’s nothing like meeting face to face,” I was stunned. We’ve all heard that Millennials are tethered to …

Why You’ll Never “Catch Up”

Why You’ll Never “Catch Up”

Just because business is 24/7 doesn’t mean you have to be.
“I’m catching up today.” How many times have you said those words? Let’s be real. Catching up is a fallacy, a myth, a wish, a …

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

Referral selling is a disciplined process sales leaders need to learn.
Are you “all in” with referral selling, or just trying it on? Are you telling your team to ask for referrals? Or do you unequivocally …

Does the “Women in Tech Problem” Only Exist in Silicon Valley?

Does the “Women in Tech Problem” Only Exist in Silicon Valley?

For Silicon Valley women struggling to get ahead, the answer might be a change of location.
If you’d asked tech leaders in Silicon Valley about women in technology 10 years ago (or maybe even five), the …

[Message to Management]: The Plea of a Struggling Sales Rep

[Message to Management]: The Plea of a Struggling Sales Rep

Are you coaching your sales team, or leaving them to fend for themselves?
“I’m not whining. You need to understand that I’m not just another number on your sales team. I know you think I’m not …

A Tale of Two Personas

A Tale of Two Personas

Does your online persona know how to talk to people?
This is the best of times, and the most opportunistic of times. To further paraphrase Charles Dickens, this is also an age of both wisdom and …

The Ultimate Sales App—No Smartphone Required

The Ultimate Sales App—No Smartphone Required

What’s the most powerful sales tool at your disposal?
Salespeople love their apps. LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Each of these social apps and online platforms promises a killer feature …