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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 Get Prospects to Call You Back

How to Get Prospects to Call You Back If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message,…
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Why Your Email Goes Unanswered

Why Your Email Goes Unanswered Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not…
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Joanne Talks Social Selling with LinkedIn’s Koka Sexton

Joanne Talks Social Selling with LinkedIn’s Koka Sexton Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is…
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I Don’t Know You, so Don’t Ask Me for a Referral

I Don’t Know You, so Don’t Ask Me for a Referral People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never…
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Every Sale Should Be THIS Easy

Every Sale Should Be THIS Easy With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed…
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Love Them or They’ll Leave

Love Them or They’ll Leave Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients…
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[Message to Management]: Your Team Is Wasting Your Time

[Message to Management]: Your Team Is Wasting Your Time Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Get rid of deadwood as fast as you can. Well, maybe not so fast. First, consider whether…
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I Don’t Want Your Deck

I Don’t Want Your Deck Don’t overwhelm your customers with too much information. I met Charles on LinkedIn. I liked his profile—and the fact he sent me a personal invitation—so I accepted the connection, and we started a conversation. I was intrigued by his…
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Why Are You Giving Your Prospects the Silent Treatment?

Why Are You Giving Your Prospects the Silent Treatment? KiteDesk’s CEO explains why salespeople still need to pick up the damn phone. We delete emails like robots. Social selling works, but only when we remember to put the “social” back in social media. Phone conversations are what really…
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Social Selling Not Working for You?

Social Selling Not Working for You? Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales…
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