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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]: November Referral Selling Insights

[Missed Connections]: November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are …

You Don’t Have to Be a Millennial to Top the Social Media Charts

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage.
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I …

What Salespeople Can Learn from Sandcastles

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one.

Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and …

[Message to Management]: How Much Time Should You Spend with Direct Reports?

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading.
Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of …

Why You Can’t Automate High-Stakes Selling

Why You Can’t Automate High-Stakes Selling

What’s the one thing computers will never do better than salespeople?
Computers do many things more effectively and efficiently than humans can, but outside of a few terrifying science-fiction movies, there’s still one thing they can’t …

[Webinar] Generation Huh? Why Social Sellers Need to Focus on Relationships, Not Networks

[Webinar] Generation Huh? Why Social Sellers Need to Focus on Relationships, Not Networks

Join me for a Top Sales World webinar you won’t want to miss.
Social selling isn’t a new concept. Sales has always been social. It’s just that some of the tools have changed in the digital …

Do You Believe Everything You Hear? Challenging the 57% Myth

Do You Believe Everything You Hear? Challenging the 57% Myth

Don’t buy into the hype. Your clients still need you.
Between 57 and 87 percent of the buying process is complete before a buyer ever contacts a company—at least that’s the case if you believe the …

Wide Awake at Dreamforce 2014

Wide Awake at Dreamforce 2014

Get out of your office to reignite your passions.
If we’re not learning, we’re dead. I didn’t coin that phrase, but that’s my belief. Learning is exciting and transforming. That’s one of the key reasons I’ve …

Why Permission Marketing Always Trumps the Cold Call

Why Permission Marketing Always Trumps the Cold Call

You’ll close more deals with prospects who actually want to hear from you.
“It’s better to beg for forgiveness than to ask for permission.” Many of us adopt this mantra as we progress in our careers …

Your Network Is Your Net Worth

Your Network Is Your Net Worth

Relationships are the key to sales effectiveness.
If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is.
Whether a business is ultrahigh tech or low tech, personal relationships have always …