Stop talking about referrals.

Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? The answer’s simple. Everyone raves that referrals are their best source of new business, but few salespeople actually raise their hand and commit to referral selling.

That’s why I decided to host summer sales training courses this year. Because it’s time to cease this nonsensical behavior—to stop talking and start doing.

If you decided to lose weight, you’d cut out junk food and eat healthier. If you decided to get stronger, you’d hire a trainer and work out regularly. If you decided to run a marathon, you’d invest in many pairs of running shoes and a running coach, and you’d invest months of your time. A marathon is 26.2 miles. I know that, because I walked a marathon. It took seven hours. And it took training and practice.

You can’t shortcut success if you want to get to the finish line. Then, why don’t we apply the same rigor to our professional lives as we do to our personal lives? I don’t have the answer to that question. But I do know how you can finally get serious about referral selling.

Start Doing Referrals

For the first time in three years, I’m leading a Summer Virtual Referral Selling Workshop Series. This is the same program I conduct for corporate clients, and now I’m offering the opportunity to individuals.

Perhaps you’re an advisor, consultant, or small business owner—someone who needs to build a business but doesn’t want to sell. (We’ll change that.) Maybe you’re an individual salesperson or a rogue sales rep who isn’t getting the professional development you need from your company.

Either way, if you’re looking for individual sales training courses that can help you fill your pipeline with hot leads, this is the program for you.

It’s Time to Change the Game

Sure, you get referrals from time to time, but it’s not the way you work all the time. A client moves to another company and brings you in, or someone calls you out of the blue because they saw your website or learned about you on social media. And once in a while, someone just refers you.

But top salespeople don’t sit back and wait for business to happen. Isn’t it time to turn referrals from “happenstance” to “happening all the time?”

If you answered yes, and you’re ready to build your skills, be accountable for results, and only talk to prospects who want to talk to you, then stop talking about referrals and take steps to change your sales life.

Referral Sales Training Courses

The Summer Virtual Referral Selling Workshop Series begins on Tuesday, July 16, and concludes on Tuesday, August 30, at 8:30 Pacific.

Everyone who enrolls by Friday, May 31, saves $300 and will receive two, one-on-one coaching calls with me. (Not just the one on the website.) This is a minimal investment with a great return.

Do yourself a huge favor and check out the details here. Please let me know what questions you have. If this program isn’t right for you, I’m sure you know many business owners who are struggling with sales. I’d very much appreciate your referrals.

Thanks for your support and for changing the lives of all of us in sales.