A Referral Program Tailored for You
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 sellling
➤ 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
What Is Referral Selling Worth to You?
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?
CLICK HERE TO CONTACT JOANNE
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. (Theirs words, not mine.)