When companies that implement a disciplined referral program, their salespeople:
Score meetings at the level that counts, while the competition is still figuring out who the decision-makers are.
Reduce the time it takes to make sales—Spend more time with customers and less time prospecting.
Ace out the competition—Get in before clients know they have a need and set the standards by which others are evaluated.
Save you money—No expensive marketing costs—just your own sales team out there selling for you.
Convert sales prospects to clients at least 50 percent of the time (usually between 70 and 90 percent of the time.)
Referral selling is simple, but it's not easy. If it were, every sales organization would have a referral program in place to guarantee these results. Yet, fewer than 5 percent of companies have a disciplined, measurable, proactive referral system. It's common sense, but not common practice, and it is your key competitive differentiator.
"If you are looking to build your sales from a network of qualified referrals, rather than a hit-and-miss cold calling program, I suggest you schedule a meeting with Joanne. I have worked with Joanne for three years, and she has helped my team work referrals more effectively to generate results. Her sales program and techniques are effective, and you can begin to see positive results almost immediately."
—Mike Kadel, SVP and business center manager; California Bank & Trust
Referral selling seems so straightforward, so why isn't every organization actively generating referrals? The major reasons are:
People are uncomfortable asking for referrals. They feel it's push, "salesy," and arrogant.
Referral selling is not a business-development priority.
Sales organizations haven't established metrics for referrals or performance indicators for success.
Referral selling is a behavior change. It's a skill that must be learned.
There hasn't been accountability for results. Without accountability, a referral initiative becomes just another "program du jour."
There are no established roles, responsibilities, and expectations to achieve results.
The business case for referrals is clear.
Referral selling doesn't "just happen." Achieving referral success means adopting referral selling as a strategic initiative with a disciplined, systematic, measurable process. No More Cold Calling provides the essential prospecting link missing from every organization's sales process: a step-by-step, disciplined referral program with strategy, skills, metrics, and accountability for results. Fast-impact. Easy to quantify.
The No More Cold Calling Referral Selling Program is a three-month, intensive deep-dive into referral selling for account based selling teams that are ready to commit to using referral sales to guarantee qualified leads and achieve a conversion rate of well more than 50 percent. It's a combination of strategy, skills, coaching, and reinforcement.
1. Referral Strategy Development
Garnering referral introductions becomes the primary outreach for your account based selling teams to attract new customers. In this strategy phase, we work with each business leader to:
Review your sales process and integrate referrals into the workflow
Review sales and marketing plans
Set sales goals and customer acquisition goals
Set clear expectations for program participation and expected outcomes
Ensure systems and procedures are in place to support a referral initiative
Set metrics for referral activities as well as results
Answer the question: How will you evaluate the success of a referral program?
2. Building Skills
A referral program is a series of building blocks. Key components of the skills-building portion are:
Differentiate your company from the competition. Answer the question: Why should I work with you?
Discuss the role of technology and social media in referral selling
Set criteria for the Ideal Client
Identify multiple sources of referrals
Learn and practice a proven process to ask for and receive referral introductions
Referral selling is a behavior change, which requires consistent, proactive, and disciplined coaching. Individual coaching twice a month is the formula for success. These sessions keep people focused and on track. Participants are clear about their goals and the activities that generate measurable results. In this phase, we:
Identify where and when to ask for referral introductions
Establish weekly referral goals and outreach activities
Ensure accountability by setting metrics and reinforcing skills
Gather results based on initial success measures
"Joanne's Referral Accelerator is a must! It's easy for people to fall back into their old ways of working. Having Joanne to reinforce skills and make us accountable is resulting in qualified referrals for our team."
—Hyun Joo Park, ChFC ®CLU®, LUTCF; Met Life
No other marketing or sales approach comes close to the results you get from referral selling. You can anticipate at least a 20-percent increase in total revenue, shorter sales cycles, bigger deals, and working only with Ideal Clients.
You'll get that consistent stream of qualified leads and entre to the C-Suite, because your account based selling reps receive referral introductions.
Now's your chance to change the game. Commit to referral selling as your primary outbound prospecting strategy. Build referral skills for your account based sellers and implement with precision. Measure referral activities as well as results, and ensure your sales team gets coaching and reinforcement to master referral selling. Your account based will get in at the level that counts with just one call, while your competition is still wasting time calling people they don't know, emailing reasons to talk, or connecting with disinterested strangers on social media.
Referral selling means transforming your sales organization and your prospecting approach. What is a 70-percent conversion rate worth to you?
to discuss ways referral selling guarantees a consistent stream of qualified leads.
Why Work with Me?
Clients tell me they tap into my 20-year career in referral selling and work with me before they decide to do something on their own and screw it up. (Their words, not mine.)
I founded No More Cold Calling in 1996 after more than 35 years selling and managing sales teams. I knew that referrals should be a company's #1 outbound prospecting strategy. Yet, no company had a systematic, disciplined referral program with skills, metrics, and accountability for results. Today I work with sales teams, business owners, and individuals to implement referral programs—which address their two greatest challenges: getting meetings at the level that counts and ensuring a consistent stream of qualified leads.
I authored two books—NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. I belong to the National Speakers Association and have won many awards for my social media presence. I'm a contrarian thinker and believe no one should ever have to cold call.
If you’re not satisfied with the products you order, let us know in 30 days, and you will receive a full refund.