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Whether you’re a seasoned sales professional or just starting out, Joanne’s referral selling strategies and insight can help you succeed. Joanne shares her thinking and experience to help you get started. Shorten your sales cycles, deepen your client connections, close more business, and put your money where your business is.
Following are a selection of articles to kick off your referral-selling process.
Get started now!
 There’s No Such Thing as a Warm Call
Cold calls aren’t working. In fact, why would you settle for the illusion of a “warm call” when you can make genuine hot calls? Read more to get four tips to making your calls HOT.
How to Say Goodbye!
Great business is the result of a successful match between your client’s needs and your solution. A bad match drains resources, energy, and money from your core business. Create a description of your favorite and most lucrative customer (and stick to it!). If a prospect doesn’t meet your criteria, say goodbye and move on. Really. It’s OK.
Leave PowerPoint Behind
Business is personal. Bring your best self, industry insight, and solutions to your customers. A trusted referral and a personal connection mean you will close the deal. Leave PowerPoint behind and make the person-to-person sale.
Network Before You Need It
Mom told us never to talk to strangers. Mom was wrong: Business networking often involves talking to strangers. But the more you show up, the more people you know, the fewer strangers you encounter, and the more relationships you build. Prepare. Show up. Interact. Be genuine: That’s something, Mom would approve of.
Why is Everyone Buying Lists?
Contrary to popular belief, lists are not leads. Lists are lists. Lists are research. But they are not hot leads. Referral selling is the powerful and successful alternative to “cold” prospecting. Get the referrals you want and boost your sales with Joanne’s five tips.
Why Salespeople are Leaving
Outdated sales strategies are leaving sales teams frustrated… and quitting their jobs. This turnover costs a bundle: hiring and training a new employee is one and a half times their future yearly salary, plus benefits. Give your salespeople the tools and skills they need and reward and recognize results. Watch your new employees shine!
Your Clients Are Waiting
You’re in charge of your clients. This includes more than simply closing the deal. Taking responsibility for the ongoing care and feeding of your current clients yields happy clients and referrals.
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