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No More Cold Calling
1.
No More Cold
Calling Put Referral Selling Into Action! Joanne S. Black joanne@nomorecoldcalling.com
2.
Welcome. I’m Joanne
Black. • America’s leading authority on referral selling • Author of No More Cold Calling™ • Over 35 years in sales and sales management © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 2
3.
Joanne’s Point of
View Don’t be a follower • The sales landscape has changed • Find your own direction • Step out and step up © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 3
4.
Referrals Apply to
All Sales • Enterprise • Professional services • Small- and medium-size businesses • Business-to-business • Business-to-consumer • Job seekers © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 4
5.
We’ll Discuss:
1. The unlikely definition of a referral 2. Why referrals are gold 3. The 5 steps to build your referral business 4. The 3 referral traps to avoid © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 5
6.
Double Your Sales
Revenue Your goal is to expand your referral network. © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 6
7.
Your Biggest Sales
Challenge Most sales professionals say their biggest business development challenges are: • Getting the meeting at the level that counts • Converting prospects to customers © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 7
8.
Joanne’s Point of
View • There’s no such thing as a warm call • A call is either cold or… © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 8
9.
Joanne’s Point of
View HOT! © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 9
10.
Referrals Are HOT
Calls Referred prospects know us and expect our call. © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 10
11.
Referred Prospects
You receive an introduction! © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 11
12.
Why Referrals Are
Key When you receive a qualified referral introduction, think about what happens… © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 12
13.
Why Referrals Work
• You arrive pre-sold • You’ve earned credibility and trust • Your sales time shortens • The competition goes away (mostly) • Your time with clients increases • There are no “hard” costs © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 13
14.
Why Referrals Are
Key What percent of the time do you get a new client when you receive a referral? 30% 50% 70% 90% 100% © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 14
15.
Why Referrals Are
Key Most salespeople say more than 50%, and many say 70% plus 30% 50% 70% 90% 100% © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 15
16.
You Need a
Targeted Strategy • Written referral sales plan • Weekly written referral goals • Methods to track and measure referrals • Accountability for results © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 16
17.
Do You Have
a Targeted Strategy? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 17
18.
What Is Your
Answer? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 18
19.
Targeted Referral Strategy
It’s But it’s not © Copyright 2011. All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 19
20.
Referrals Get You
The Meeting Why Executives Meet with Salespeople • Research from The TAS Group – Referral from inside their company – Referral from a trusted source outside their company © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 20
21.
What It Takes
• Make referrals a priority • Integrate into your sales process • Establish metrics • Build skills • Increase comfort © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 21
22.
Priority
The way we work—whether in a team or one-on one © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 22
23.
Ask During the
Sales Process Penetrate Plan/Conduct Account Meetings Typical Implement Sales Propose Process Close Present © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 23
24.
Sales Process
Referrals are a daily activity © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 24
25.
Metrics
How will you measure yourself and your team and hold them accountable? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 25
26.
Basic Metrics
• Number of people asked • Number of referrals received • Number of referral meetings • Increase in revenue and profits • Number of new client projects • Number of new clients © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 26
27.
Skill
No More Cold Calling training © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 27
28.
Comfort
When will you feel comfortable asking for referrals? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 28
29.
Big Referral Traps
to Avoid 1. Assuming your clients will refer you 2. Forgetting to ask 3. Thinking they don’t know anyone © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 29
30.
A New Way
of Working • What is your cost of not making the transition to referral selling? • What are you losing or giving up as a result of this transition? • What is the cost of doing nothing? © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 30
31.
Your Fast Track
To Referrals Register for your monthly Back in the Black Newsletter and receive your Referral I.Q. Quiz—your referral-selling checklist! http://www.nomorecoldcalling.com/ © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 31
32.
Go to www.NoMoreColdCalling.com ©
Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 32
33.
Referrals Are Gold! ©
Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 33 33
34.
Resources
• www.NoMoreColdCalling.com • joanne@nomorecoldcalling.com • 415-461-8763 • @ReferralSales © Copyright Joanne Black : All rights reserved : www.NoMoreColdCalling.com : 415-461-8763 34
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