Whether you are a CEO, Vice President, or Sales Manager, you have a central role in your company’s sales process and in the decision to transition to referral marketing. You are the Sales Leader. We will help you align all systems in your sales organization—recruiting, sales training, management practices, and compensation, to support the referral-selling process.
Here is an overview of the System:
Step 1: Benchmark
Working together, we will assess your current sales climate, outline your sales process, determine metrics for success, and set referral-selling targets. As part of our sales strategy consulting, we will discuss your transition strategy and determine what it takes to get from where you are now to where you want to go.
You will need the buy-in and sponsorship of key people in your company. Success in referral marketing requires setting priorities and driving accountability.
Once you have committed to referral selling, a great way to launch the program is to introduce it at your national sales meeting or yearly kick-off. You may want Joanne Black, a noted speaker, to give her informational and inspirational keynote speech, The Power of Referrals. This will set the stage for your company’s new direction.
Step 2: Create Experts
The next step is sales training to build the skills of your sales team to ask for and get qualified leads through referrals. Our sales training workshops are designed to do that. Joanne and her team conduct sales training sessions throughout the world. No More Cold Calling workshops can be delivered on-site, through interactive web conferencing, or as teleclasses. Participants will:
- Develop sales messages that set them apart from the competition
- Create a profile of their Ideal Customer
- Identify multiple sources of referrals
- Learn a step-by-step process to ask for referrals
- Build a plan to attract and retain their best and most profitable customers
Step 3: Implement
Your organization is now ready to change the way it conducts business. We will work intensively with managers and executives on accountability plans, skill reinforcement, managing the transition to referral selling, and executing sales strategies that support a referral-selling organization.
Managers will attend a half-day session to:
- Understand the transition process and why transitions often fail.
- Be clear about the manager’s role and what messages to communicate.
- Create an action plan to support the transition to referral selling.
- Define group and individual metrics to support referral selling.
Step 4: Assure Quality
The only way to achieve immediate results is to consistently reinforce referral-marketing skills, behaviors, and the referral process. We provide coaching for graduates, so that everyone on your sales team is accountable, applies the new skills, and gets immediate results.
You will continue to recognize and reward referral-selling activities as well as the business that results from it.
Step 5: Measure Results
The return on your investment can easily be measured by increases in revenue, profitability, and new clients, as well as decreases in your cost of sales. Now your organization is changing the way it conducts business. Referral-marketing activities are becoming integrated into the sales process, and everyone in the company has a role in generating referrals.
When referral selling becomes hard-wired into your organization, you will have a disciplined and powerful methodology to quickly obtain new clients as well as to expand business with existing clients.
Take The First Step: Build the referral marketing system that will leave your competition in the dust.
Contact Joanne at 415-461-8763, joanne@nomorecoldcalling.com, or contact one of the No More Cold Calling certified providers.
Not sure what transitioning to referral marketing will do for your organization? Download a FREE ROI Value Calculator to give you a snapshot of what success could look like.
