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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] 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 …

What Ever Happened to the Can with the String?

What Ever Happened to the Can with the String?

This childhood game taught us an important lesson: You can’t listen and talk at the same time.
Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and …

Why Business Should Be Booming for Boomers

Why Business Should Be Booming for Boomers

Age and experience give entrepreneurs and salespeople a competitive edge.
If you remember the year 2000 (Y2K) and the fear that the Internet would crash—and take the global economy with it—then you will probably recall this: …

10 Ways to Edge Out Your Competitors in 2015

10 Ways to Edge Out Your Competitors in 2015

LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders.
We now operate in parallel universes—the one in which we live and breathe every day, and the virtual world online. There’s …

Stop Pointing Fingers at Millennials

Stop Pointing Fingers at Millennials

Generational diversity can be a competitive advantage in sales.
Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids …

The Glass Ceiling Hasn’t Shattered Just Yet

The Glass Ceiling Hasn’t Shattered Just Yet

If Silicon Valley is any indication, gender discrimination is alive and well, even in “progressive” industries.

Early in her career, [Heidi] Roizen [operating partner at DFJ and a Stanford lecturer] was working “on a company-defining deal”—involving, …

[Missed Connections] January Referral Selling Insights

[Missed Connections] January Referral Selling Insights

Things you need to know from No More Cold Calling.
Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last …

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 …