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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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The ROI of ROI

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Read more »Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process.
I was recently introduced to Michael Nick. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to

How to Begin the ROI Conversation

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Read more »If you can’t prove your product gets results, you won’t get the sale.
Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether their

Failing to Meet Your Quota?

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Read more »Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Here’s how to generate more leads and blow your numbers out of the water.
Only 63 percent of sales reps met quota in 2012,

5 Tips to Get Started with Referral Selling

5 Tips to Get Started with Referral Selling from joannesblack…
Read more »
Cold Calling is a waste of time and resources. People who don’t expect, or want your call are not your top prospects.
• Why cold calling is the bottom of

Without ROI, Your Sale is DOA

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Read more »Forget the bells and whistles. Your clients want to know what you can do for them.
You may have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit

Why Old-School Selling No Longer Works

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Read more »Just say no to “no.”
There’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking.
Out

Why Cost Per Lead is Irrelevant

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Read more »Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads.
Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game.