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  • +5

    Make Giving Quality Referrals Easy for Your Client

    Make Giving Quality Referrals Easy for Your Client
    One of the critical parts of generating a large number of quality referrals, of course, is getting quality referrals as opposed to just getting names and phone numbers. But at times, despite your efforts go get quality referrals from your client, they simply cannot or will not think of anyone to whom to refer you. Nevertheless, you need not walk away ...
    Rated: +5
  • +10

    How To Qualify Warm Leads

    How To Qualify Warm Leads
    So many companies these days get their leads from website inquiries, trade shows, Internet advertising, media advertising, etc, and they ask me over and over again: “What's the best way to deal with these kinds of leads?" Good question. You would think that getting back to a “warm lead" would be easy, but you'd be surprised how many sales reps (80% ...
    Rated: +10
  • +1

    Mine Missed Sales Opportunities: Find a Silver Lining in the Dark Cloud of a Lost Sale

    Mine Missed Sales Opportunities: Find a Silver Lining in the Dark Cloud of a Lost Sale
    You’ve put in hours researching this account’s unique challenges, crafted a solution that perfectly addresses those needs, honed your approach and delivered a top-notch presentation. Now, finally, the decision is in — and you lost the sale. Before you tear out your hair, rend your garments and hurl your laptop out the window, remember that all is not necessarily lost. Professional ...
    Rated: +1
  • +13

    Using Incentives to Get Referrals

    Using Incentives to Get Referrals
    I’m often asked why I don’t advocate using incentives to influence clients and prospects to give referrals. My reasoning is two fold: first, if your referral generation process is effective and you execute it correctly, you don’t need to give incentives; and second, if done correctly, incentives can be very effective—but most salespeople find giving effective incentives to be cumbersome and ...
    Rated: +13
  • Rate

    Interesting Facts About Referral Selling

    Interesting Facts About Referral Selling
    You probably know that I am a vociferous evangelist for referral selling: I have written extensively about it; co-presented with two of the world’s leading authorities on the subject, Joanne Black and Paul McCord, and regularly lecture on it. Here are some interesting facts that may surprise you: 85% of all sales people do not generate enough quality referrals? Sales people ...
  • +5

    5 Referral Failures

    Virtually every professional has learned that generating referrals from clients and prospects is a key to success, yet surveys of thousands of attendees of my referral training seminars indicate that less than 15% of all salespeople and professionals generate enough referrals to impact their business. Traditional referral trainers have taught us to “do a good job and ask for referrals.” Using ...
    Rated: +5
  • +1

    Turn Your Client Database into Gold

    Right this minute, you are probably sitting on tens of thousands, maybe hundreds of thousands of dollars worth of commissions. Most registered reps have a database of current and past clients whose potential referrals are worth several thousand additional commission dollars per month. Yet, this resource goes virtually untapped for most advisors. Why? Simply because most reps have not learned how ...
    Rated: +1
  • +16

    Developing a Referral-Based Mindset

    Developing a Referral-Based Mindset
    Are you like over 85% of all salespeople, professionals, and business owners who find acquiring high quality referrals from your customers and clients difficult and frustrating? You’ve heard the sermons about how referrals are the best marketing method there is—and then discovered that few generate enough high quality referrals to actually make referrals a significant part of their marketing plan? Like ...
    Rated: +16
  • +5

    Turn Referral Partners Into Cash Cows

    Turn Referral Partners Into Cash Cows
    Is your pipeline anemic? Are you finding yourself having to work harder to find and connect with quality prospects? Is your call list getting short and you’re not sure where you’re going to find new names? Whether you’re facing the above issues or not, aligning yourself with others who can expose you to new prospects, help set up the sale for ...
    Rated: +5
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    The Best Time to Ask for Referrals

    People will freely give referrals when they have benefited from your product/service and have an established relationship with you. This rarely occurs during the initial meeting because whilst they may like you, they haven’t yet validated what you can do for them. That’s why asking for referrals should be when the relationship you have established is strong enough relationship to ensure ...
  • +3

    Thoughts About Referral Based Selling

    Thoughts About Referral Based Selling
    Did you know that: • 40% of salespeople are failing in their sales careers? • 45% of all salespeople earn the average income for their industry? • A typical salesperson devotes only 10-20% of their time to actual selling because a large proportion of their available time is devoted to cold calling? • 85% of all salespeople do not generate enough ...
    Rated: +3
  • +4

    Treat the Problem, Not the Symptom

    Treat the Problem, Not the Symptom
    You'd be surprised at how often I hear, “My salespeople can't close.” I flinch when I hear sales executives tell me their salespeople can't close, and that they want a training program about closing the sale. Save your money. It's never about closing. Never. That's the symptom. The problem is the neglect the salesperson showed to all the activities needed during ...
    Rated: +4
  • +15

    Referrals Are the King of Marketing—But Not for You

    Referrals Are the King of Marketing—But Not for You
    Are you one of the more than 85% of all salespeople, professionals and business owners who are finding it difficult to get quality referrals from your customers and clients or, worse, have simply given up even asking for them? Is your pipeline hurting? Are you beating the bushes for new clients without success? Are you wondering how in the world you’re ...
    Rated: +15
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    Build a Referral Program for Long-Term Success

    Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as well when those satisfied customers tell their friends and colleagues ...
  • +1

    Succeed in the New Economy: Customer Testimonials

    So far in this series on boosting your sales and thriving in this new economy, we’ve looked at the importance of leveraging who you know and of considering carefully what you say and how you say it. Let’s turn now to what your customers have to say about you, and why it is vitally important that you harness the power of ...
    Rated: +1
  • +10

    Pump Up Your Pipeline with the 5 by 5 Referral Method

    Pump Up Your Pipeline with the 5 by 5 Referral Method
    You’re probably aware that it’s getting tougher to find qualified prospects and turn them into clients. It’s getting tougher to make your numbers, and to maintain, much less increase your commissions. Working the phones, sending out direct mail, faxing fliers, buying ads, haunting the halls of the chamber networking night aren’t producing what you need. It’s time to look inward. No, ...
    Rated: +10
  • +3

    Referrals aren’t About YOU

    Referrals aren’t About YOU
    Becoming a referral-based salesperson has tremendous benefits: • You spend far less time prospecting • Your sales increase • You spend less on mass marketing activities • Your income increases substantially. But referral selling isn’t about you. To become a truly successful and profitable referral-based salesperson, your focus must be on your client and their needs. Your client, no matter how ...
    Rated: +3