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While You’re Waiting…

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No More Cold CallingReferral-Selling Series

Welcome to Session Five

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

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

Results

We have some successes!

Asking For Referrals

It’s time to practice…again!

Tell Me

About your Referral Source

atTRACT New Business

Remind

Audience

Contacts

Thanks

Begging & Pleading Questions

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

Asking With Confidence

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

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…

Say Thank You

Acknowledge your Referral Source

Expand Your Referral Network

The link to social media

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

• 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

Always Remember

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

Joanne’s Point of View — Social Media

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

The Personal Connection

Web tools do not replace a personal conversation

Turn Off Your Computers?

Pick Up the *** Phone

What’s Next?

Your Referral Action Plan

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

each• Rehearse with Accountability Partner• Assess your meetings

Your Referral Wheel

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

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

Solution, Results

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

Referral Action Plan

Prioritize & Practice

Accountability Counts

Clarity is Essential

Enable Success

Big Trap To Avoid

Don’t skip practice

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

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?

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

100% 90% 80% 70%

More Resources

• joanne@nomorecoldcalling.com• http://www.nomorecoldcalling.com/aktion-

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

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