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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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4 Ways to Get Past the Gatekeeper (No Tricks Required)

4 Ways to Get Past the Gatekeeper (No Tricks Required)

When you have a referral introduction, there’s no need to dupe the gatekeeper.
Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with …

[Message to Management]: 74 Percent of Salespeople Are Failing

[Message to Management]: 74 Percent of Salespeople Are Failing

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed.
Did you learn to sell in school? I didn’t. I graduated from college with a Liberal Arts degree—English major, history …

’Tis the Season for Networking

’Tis the Season for Networking

Keep these networking success secrets in mind as you make the rounds at holiday parties this month.
It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office …

Your Millennials Are Gems Just Waiting to Be Polished

Your Millennials Are Gems Just Waiting to Be Polished

Sales organizations need to engage the next generation of rainmakers.
When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love …

3 Dangers for Salespeople Who “Assume”

3 Dangers for Salespeople Who “Assume”

Assumptions tank deals and ruin sales pipelines.
Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We …

[Message to Management]: Top Earners Deserve More of Your Time

[Message to Management]: Top Earners Deserve More of Your Time

All sales reps need coaching and guidance, but rainmakers deserve extra attention.
The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause …

[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 …