Clik here to view.
Small Business Owners Don’t Want to Learn How to Sell
Hiding behind technology doesn’t drive sales—THIS WILL. May 5th to 11th is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that...
View ArticleSmall Business Owners: The Future Is Your Responsibility
Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point....
View ArticleClik here to view.
How to Get Referrals and Finally Conquer Your Fear
Asking for referrals feels riskier than cold calling. “I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of...
View ArticleClik here to view.
Ready to Get Serious About Referrals? (Summer Sales Training Courses)
Stop talking about referrals. Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? The answer’s simple. Everyone raves that referrals...
View ArticleClik here to view.
How to Ask for Referrals: A Comprehensive Guide
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have...
View ArticleYour Referral Network Is Shrinking [Why That’s a Good Thing]
Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. I do. And while I want to remain connected with them,...
View ArticleClik here to view.
If Done Right, Your Referral System Won’t Actually Cost a Thing
Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I...
View ArticleClik here to view.
How Getting Fired Actually Launched My Referral Business
There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Yep. Just like that, my manager gave me the news. I had a sense something...
View ArticleHow Robust Is Your Q1 Pipeline? [September Referral Selling Insights]
Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.” Yep, it’s counterintuitive, but Q4 is 25 percent...
View ArticleRegister NOW for Last-of-the-Year Referral Selling Virtual Workshop
It’s not too early for a Q1 push. How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might...
View ArticleAre Blackouts Threatening Your Q4 Results? [October Referral Selling Insights]
My family has been without power for two days and counting. Blackouts in Northern California seem to be a regular occurrence as wildfires become a greater threat to the region. But my electricity woes...
View ArticleClik here to view.
Sales Managers: Think You’re Ready for Referrals?
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline....
View ArticleClik here to view.
The Ultimate Sales App—No Smartphone Required
Getting in the door isn’t that difficult. What’s the most powerful sales tool at your disposal? Think it’s your smartphone? Think again. Salespeople love their sales apps. LinkedIn, Twitter,...
View ArticleClik here to view.
The Sales Fortune Is in the Follow-Up
It turns out there really is power in a thank-you note. A thank you goes a long way—thanks for your referrals, thanks for new business, thanks for the meeting. It’s not just a way to show gratitude....
View ArticleWhy You Might Need to Quit Your Job
You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t...
View ArticleWhy Would I Refer You if You Don’t Follow Up? [February Referral Selling...
Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic...
View ArticleClik here to view.
How to Ask for a Referral from a Client
Your customers are your best source of qualified sales leads. “If your customers aren’t selling for you, you won’t have customers.” Those words of wisdom are from Steve Silver, vice president and...
View ArticleClik here to view.
Not the “R” Word Again…
How to keep selling in an economic downturn What a ride we were on the last few years! The stock market rose to unheard-of levels, and unemployment was lower than ever. Then along came the coronavirus....
View ArticleClik here to view.
This Is What Your Referral Program Is Missing
Do you know your referral gap quotient? Steve had a referral program. (Or so he thought.) He proudly told me that 30 percent of his company’s business came from referrals. “How did that happen?” I...
View ArticleClik here to view.
Don’t Confuse Recommendations with Referral Leads
Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers with referrals.” That statement got my attention—not just because it sounded too...
View Article