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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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Women in Sales: What’s Standing in Our Way?

Women in Sales: What’s Standing in Our Way?

We’ve come a long way, baby. But saleswomen still have challenges to overcome.
Men tell me the best salespeople they know are women. They say women have strong intuition, ask good questions, don’t rush the sale, …

[Missed Connections]: August Referral Selling Insights

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Don’t Confuse Recommendations with Referral Leads

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

Stop ignoring your rainmakers.
Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t …

Don’t Confuse “Target Market” with “Ideal Client”

Don’t Confuse “Target Market” with “Ideal Client”

Sales and marketing play different roles in lead generation.
It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. They have already …

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Without strong relationships, your sales career is DOA.
Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients?
It’s not what will …

Does “Call Reluctance” Prevent You from Asking for Referrals?

Does “Call Reluctance” Prevent You from Asking for Referrals?

What are salespeople so afraid of?
“I think I’ve told you before that I have a mild-to-moderate case of call reluctance.  Even warm opportunities I’m following up on create anxiety.”
I was a little surprised to receive …

[Message to Management]: What a Winning Sales Team Does Differently

[Message to Management]: What a Winning Sales Team Does Differently

To attract and retain talented salespeople, build an environment where winners can thrive.
I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the suntan lotion.” He looked …

[Missed Connections]: July Referral-Selling Insights

[Missed Connections]: July Referral-Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
A beach, a ball, an ocean, a lake, a pool … that’s all kids need for a great summer vacation. That’s all adults …