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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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[Missed Connections] March Referral Selling Insights

[Missed Connections] March Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month.
Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in …

Face-to-Face Meetings Are Back in Style

Face-to-Face Meetings Are Back in Style

Susan RoAne explains why in-person connections matter just as much as ever.
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed …

What I Learned from Getting Fired

What I Learned from Getting Fired

Create a fulfillment mindset for your prospects.
Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly.
I was so close to nailing a million-dollar deal—something no one in my …

Inside Sales: Listen Up!

Inside Sales: Listen Up!

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling.
You really can stop cold calling. Well, you could—if only your manager would let you. If only you weren’t …

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

Here’s how to implement real change in your sales organization.
Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Change is the only way to grow …

Girl Power—Men with Daughters Get It

Girl Power—Men with Daughters Get It

How do you ensure the young women in your life get the equal opportunities they deserve?
Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart …

4 Ways Salespeople Get Social Networking Wrong

4 Ways Salespeople Get Social Networking Wrong

Forget about social selling and focus on social engagement.

“Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first …

Are You Unplugging Today?

Are You Unplugging Today?

The National Day of Unplugging starts Friday. Are you up to the challenge?
How the heck did we communicate before cellphones? Boomers and Gen Xers remember a time before mobile devices, emails, or even fax machines. …

[Missed Connections] February Referral Selling Insights

[Missed Connections] February Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month.
With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the …

I Just Deleted You

I Just Deleted You

Here are three ways NOT to get deleted on LinkedIn.
After being on the road for a few days, I’d gotten a little behind on responding to LinkedIn invitations. When I logged on, there were 32 …