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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763

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No More Cold CallingReferral-Selling Series

Welcome to Session Five


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Session Agendas

• Competitively position your business• Identify and locate your ideal clients• Identify multiple sources of referrals• Learn a step-by-step process to ask

for referrals• Practice asking for referrals• Create an Action Plan with goals


Activities For June 12

• Practice in-person with two more people you know well

• Your only purpose is to practice and receive feedback

• Remember to ask with confidence• Meet with your Accountability

Partner

Today

• Share success stories• Practice asking for referrals• Using social media for referrals• Build your Action Plan


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Results

We have some successes!


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Asking For Referrals

It’s time to practice…again!


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Tell Me

About your Referral Source

atTRACT New Business

Tell

Remind

Audience

Contacts

Thanks


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Begging & Pleading Questions


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Begging & Pleading Questions

• Do you know anyone?• I was wondering…• Do you mind?• I was hoping…• If it’s ok…


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Asking With Confidence

– It would mean the world to me…– It would be terrific…– Who do you know?


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Asking With Confidence

– An introduction from you would be terrific. If I just get a name, it’s a cold call.

– I’d really appreciate it…– It’s your relationship…

When Do You Ask?

When you’ve earned the right…


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Say Thank You

Acknowledge your Referral Source


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Expand Your Referral Network

The link to social media

16© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763

What It is…What It’s Not

What It Is• A conversation• Build

relationships• A strategy• Share

information• Prospecting tool

What It’s Not• A stand-alone

tool• A “one-pony”

show• A place to sell• Promote your

business


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• Primarily B2B sales activity

• 100M+ users - 67% are buyers

• 2 Billion people searches in 2010

• Executives from all Fortune 500 are members

• Half a million+ LinkedIn groups exist

• More than 1 million company pages

How To Use LinkedIn

• Find new opportunities

• Learn more about your prospects

• Build relationships with influencers

• Generate interest in your product/service

• Build community


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Always Remember

• Complete your profile• Include a “professional” photo• Customize your LinkedIn invitation• Reply to every invitation• Post interesting content


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http://www.linkedin.com/home?trk=hb_logo

Joanne’s Point of View — Social Media

• Find out who people are• Who they know• How you’re connected• SEO


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The Personal Connection

Web tools do not replace a personal conversation


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Turn Off Your Computers?


Pick Up the *** Phone


What’s Next?

Your Referral Action Plan


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1. Prioritize and practice• Prioritize your Referral Sources• Complete your atTRACT script for

each• Rehearse with Accountability Partner• Assess your meetings


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Your Referral Wheel


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Identify Your Three Best Categories


2. Accountability• Set daily referral goals• Track your referrals• Do what’s “closet to cash”• Share your plan• Highlight priorities


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3. Clarify• Refine your Ideal Client Profile• Talk “results,” not “features”• Create ROI stories: Challenge,

Solution, Results


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4. Enable Success• Identify new supporters• Schedule referral “meetings” daily• Follow up—phone and note


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Referral Action Plan

Prioritize & Practice

Accountability Counts

Clarity is Essential

Enable Success


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Big Trap To Avoid

Don’t skip practice


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Malcolm Gladwell On Practice

"Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good."

– Malcolm Gladwell (1963 – ) Canadian journalist


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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?



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Ongoing Activities

• Ask at least 2 people a week for referrals

• Remember to ask with confidence• Identify at least 30 LinkedIn contacts

and invite to connect • Invite me to connect with you• Track your referrals

Referrals Are Your Hottest Leads

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60%

100% 90% 80% 70%

50%


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More Resources

• [email protected]• http://www.nomorecoldcalling.com/aktion-

no-more-cold-calling-webinar-series/• 415-461-8763• www.NoMoreColdCalling.com


mailto:[email protected]

http://www.nomorecoldcalling.com/aktion-no-more-cold-calling-webinar-series/

http://www.nomorecoldcalling.com/aktion-no-more-cold-calling-webinar-series/

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