Whether you’re a seasoned sales professional or just starting out, Joanne’s referral selling strategies and insight can help you succeed. Joanne shares her thinking and experience to help you get started. Shorten your sales cycles, deepen your client connections, close more business, and put your money where your business is.
Following are a selection of articles to kick off your referral-selling process.
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The Power of Referrals
Move referral selling from common sense to common practice: A referred client is pre-sold; the referred salesperson has credibility and trustworthiness; the competition decreases or disappears; sign a new client a minimum of 50 percent of the time.
Recession-Proof Your Business
The economy is in a funk in the U.S., and the effects are being felt in
many parts of the world. Have your phones stopped ringing yet? The "R" word-recession-is back. Housing starts are falling, the consumer price index keeps jumping,the stock market is like a roller coaster, massive layoffs occur almost daily, and
renowned companies are declaring bankruptcy. Is it 2001 all over again?
There’s No Such Thing as a Warm Call
Cold calls aren’t working. In fact, why would you settle for the illusion of a “warm call” when you can make genuine hot calls? Read more to get four tips to making your calls HOT.
How to Say Goodbye!
Great business is the result of a successful match between your client’s needs and your solution. A bad match drains resources, energy, and money from your core business. Create a description of your favorite and most lucrative customer (and stick to it!). If a prospect doesn’t meet your criteria, say goodbye and move on. Really. It’s OK.
Leave PowerPoint Behind
Business is personal. Bring your best self, industry insight, and solutions to your customers. A trusted referral and a personal connection mean you will close the deal. Leave PowerPoint behind and make the person-to-person sale.
Network Before You Need It
Mom told us never to talk to strangers. Mom was wrong: Business networking often involves talking to strangers. But the more you show up, the more people you know, the fewer strangers you encounter, and the more relationships you build. Prepare. Show up. Interact. Be genuine: That’s something, Mom would approve of.
Why is Everyone Buying Lists?
Contrary to popular belief, lists are not leads. Lists are lists. Lists are research. But they are not hot leads. Referral selling is the powerful and successful alternative to “cold” prospecting. Get the referrals you want and boost your sales with Joanne’s five tips.
Why Salespeople are Leaving
Outdated sales strategies are leaving sales teams frustrated… and quitting their jobs. This turnover costs a bundle: hiring and training a new employee is one and a half times their future yearly salary, plus benefits. Give your salespeople the tools and skills they need and reward and recognize results. Watch your new employees shine!
