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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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How to Avoid the Trash Folder

How to Avoid the Trash Folder

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted.
Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, …

Big Deals and High Heels: Why Women Are Naturals at Selling

Big Deals and High Heels: Why Women Are Naturals at Selling

Women do things a little differently than men. And that’s a good thing in sales.
Men still outnumber women in the upper echelons of sales. But that’s changing quickly.
Success in sales is about building and nurturing …

4 Steps to Make Your Sales Life Easier

4 Steps to Make Your Sales Life Easier

LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity.
You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to …

How to Win the Sale Before Winning the Order

How to Win the Sale Before Winning the Order

Guest blogger Andy Paul shares success secrets for every step of your prospects’ buying process.
“How you sell is more important than what you sell.”
“How is not about style, but is about substance: how you follow …

[Message to Management:] Stop Babysitting, Start Coaching

[Message to Management:] Stop Babysitting, Start Coaching

You’ll never have time to coach your team if you’re doing their jobs for them.
Coach your salespeople. Are you tired of hearing that message over and over again? Maybe you don’t have coaching skills. Maybe …

Forget the Shiny Toys and Wondrous Bobbles

Forget the Shiny Toys and Wondrous Bobbles

Don’t let technology wreck your sales pipeline.
The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this…
Boomer:  It’s amazing how companies develop products that people didn’t know they needed. …

Happy New Year—You’re the Best

Happy New Year—You’re the Best

Thanks to readers like you, 2014 was a great year.
I recently told a colleague that I’m not currently mentoring anyone. She immediately corrected me and said, “Joanne, we mentor everyone by the words we write.” …

[Missed Connections]: December Referral Selling Insights

[Missed Connections]: December Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Goodbye, 2014. Hello, New Year! But before we move on, let’s take the time to think about what we’ve learned this year. Which …

[Top Sales Lesson of 2014] You Control the Technology

[Top Sales Lesson of 2014] You Control the Technology

Guest blogger Phillip Twyford encourages us all to put the phones and tablets aside, and take time to connect with the people around us.
You don’t want to miss out on the joyful sound of children …

4 Ways to Get Past the Gatekeeper (No Tricks Required)

4 Ways to Get Past the Gatekeeper (No Tricks Required)

When you have a referral introduction, there’s no need to dupe the gatekeeper.
Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with …