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While You’re Waiting…
• Questions during the webinar? Use the Question and Answer box—you’re muted
• Please open a new, separate browser on your computer
• If you’re using a phone, enter your own audio pin, which you will see on the screen once you enter the webinar
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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No More Cold CallingReferral-Selling Series
Welcome to Session Five
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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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
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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
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Today
• Share success stories• Practice asking for referrals• Using social media for referrals• Build your Action Plan
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Results
We have some successes!
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Asking For Referrals
It’s time to practice…again!
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Tell Me
About your Referral Source
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atTRACT New Business
Tell
Remind
Audience
Contacts
Thanks
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Begging & Pleading Questions
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Begging & Pleading Questions
• Do you know anyone?• I was wondering…• Do you mind?• I was hoping…• If it’s ok…
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Asking With Confidence
– It would mean the world to me…– It would be terrific…– Who do you know?
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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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…
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When Do You Ask?
When you’ve earned the right…
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Say Thank You
Acknowledge your Referral Source
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Expand Your Referral Network
The link to social media
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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
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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• 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
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How To Use LinkedIn
• Find new opportunities
• Learn more about your prospects
• Build relationships with influencers
• Generate interest in your product/service
• Build community
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Always Remember
• Complete your profile• Include a “professional” photo• Customize your LinkedIn invitation• Reply to every invitation• Post interesting content
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Joanne’s Point of View — Social Media
• Find out who people are• Who they know• How you’re connected• SEO
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The Personal Connection
Web tools do not replace a personal conversation
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Turn Off Your Computers?
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Pick Up the *** Phone
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What’s Next?
Your Referral Action Plan
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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
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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Your Referral Wheel
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Identify Your Three Best Categories
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Your Referral Action Plan
2. Accountability• Set daily referral goals• Track your referrals• Do what’s “closet to cash”• Share your plan• Highlight priorities
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Your Referral Action Plan
3. Clarify• Refine your Ideal Client Profile• Talk “results,” not “features”• Create ROI stories: Challenge,
Solution, Results
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Your Referral Action Plan
4. Enable Success• Identify new supporters• Schedule referral “meetings” daily• Follow up—phone and note
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Referral Action Plan
Prioritize & Practice
Accountability Counts
Clarity is Essential
Enable Success
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Big Trap To Avoid
Don’t skip practice
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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
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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?
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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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
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Referrals Are Your Hottest Leads
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60%
100% 90% 80% 70%
50%
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763
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More Resources
• [email protected] • http://www.nomorecoldcalling.com/aktion-
no-more-cold-calling-webinar-series/• 415-461-8763• www.NoMoreColdCalling.com
© Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763