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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Clients: Love the One You're With
How well are you taking care of your current clients? They’re your best source of new referral sales. And if you're not caring for your clients, who is? (The more attentive competition?)
Leave PowerPoint Behind
It's easy to get sucked into the PowerPoint-is-savior universe. But technology can distance you from your audience. Get up close and personal. Wow and win your clients with your most valuable sales presentation: You.
Network Before You Need It
Networking is a foundational business-development activity. The more you show up, the more you're a part of what's happening, and the more relationships you build—for now and later.
The Power of Referrals
Referrals are common sense, but not 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. Make the shift.
There’s No Such Thing as a Warm Call
A rose is a rose. And a sales call is either cold or hot. No exceptions. Hot calls yield a fantastic rate of return, but unless your prospects know you, you're making a cold call. That is, unless you have a referral: the secret to never making another cold call.
Why Salespeople are Leaving
Outdated sales strategies leave sales teams frustrated… and quitting. Give your salespeople the tools and skills they need, and reward and recognize results.
