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Aug, 01 2013 | Sales Leadership

Message to Management: Make Referrals Your Priority

It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager, you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral […]

Jul, 25 2013 | Referral Sales

Showing Up is Standing Out

Step away from your computer and meet face to face. Showing up counts! You show up on the Web, on the phone, and through video conferencing. But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face (that means in person). The Value of Face-to-Face One […]

May, 02 2013 | Referral Sales

Earn the Right to Ask

You must earn the right to ask for referrals—which is why your clients are your best possible Referral Sources. Benjamin Franklin once said, “Believe none of what you hear and half of what you see.” While social media can be a valuable sales tool, not everyone who hosts a blog or posts on social media […]

Apr, 25 2013 | Referral Sales

Welcome to the Major Leagues!

Boost your batting average with a targeted referral strategy, and win the sales game this season. Batter up! Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a great time to up your game and make the pitches that get your sales prospects […]

Dec, 13 2012 | Referral Sales

How to Get Five Referrals With the Power of Five

Don’t wait 824 years. Did you know that this year, December has 5 Saturdays, 5 Sundays, and 5 Mondays? This only happens once every 824 years. My colleague, Cindy Fassler, CEO of TSS Jobs, shared this information in her weekly tips email. What will you do with all of these extras? This is a perfect […]

Aug, 30 2012 | Referral Sales

Optimism Is For Sissies…Or Is It?

It turns out that a dose of the happy stuff—paired with smart thinking and a reality check—really does make a positive difference. If you want to be depressed, read the newspaper, check out your online news feed, or turn on the TV. It’s not pretty. There’s rarely any good news to report. So how do […]

Jun, 21 2012 | Referral Sales

How to Hit Your Numbers and Become a Sales Superstar

Up your hitting average through referrals, and up your sales game for a winning season. Batter up! Baseball season is in full swing here in the United States. It’s time to get your sales prospects on base. Baseball is a long season with 162 games per team over approximately 30 weeks. It’s probably the only […]

Dec, 15 2009 | Referral Sales

Get Your Network Working for You

Networking Is Not an Option Show Up Woody Allen’s said: “Eighty percent of success is showing up.” Showing up counts. The more often you show up, the more visible you become, and the more people know you and recognize you. Opportunities abound at the Holidays to meet new people at a very social and happy […]

Apr, 01 2009 | Referral Sales

Deepen Your Client Relationships & Grow Your Business with an Unexpected Referral “Partner”

Why would you ask a competitor for a referral? It almost sounds ridiculous-until you think about it. Maybe you have a solution that your “so-called” competitor doesn’t have. Perhaps your competitor doesn’t have the bandwidth to service a new client and can use your talent. Perhaps the competition has expertise in an industry that you […]

Jan, 01 2009 | Referral Sales

5 Tips to Build Your “Executive Cabinet for Sales Success”

5 Tips to Build Your “Executive Cabinet for Sales Success” President-elects of the United States typically spend the two months of transition between Election Day and their Inauguration assembling their Cabinet and top advisors. President-Elect Barack Obama is no different. The nation and world have been watching with curiosity and interest as to whom Obama […]

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