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 : :

No More Cold Calling  Referral-Selling Series Welcome to Session Five

© Copyright 2012 All rights reserved. Joanne Black : : 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

© Copyright 2012 All rights reserved. Joanne Black : : 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

Today Share success stories Practice asking for referrals Using social media for referrals Build your Action Plan © Copyright 2012 All rights reserved. Joanne Black : :

Results We have some successes! © Copyright 2012 All rights reserved. Joanne Black : :

7 Asking For Referrals It’s time to practice…again!

© Copyright 2012 All rights reserved. Joanne Black : : Tell Me About your Referral Source

atTRACT New Business Tell Remind Audience Contacts Thanks © Copyright 2012 All rights reserved. Joanne Black : :

10 Begging & Pleading Questions

© Copyright 2012 All rights reserved. Joanne Black : : Begging & Pleading Questions Do you know anyone? I was wondering… Do you mind? I was hoping… If it’s ok…

© Copyright 2012 All rights reserved. Joanne Black : : Asking With Confidence –It would mean the world to me… –It would be terrific… –Who do you know?

© Copyright 2012 All rights reserved. Joanne Black : : 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… © Copyright 2012 All rights reserved. Joanne Black : :

Say Thank You Acknowledge your Referral Source © Copyright 2012 All rights reserved. Joanne Black : :

Expand Your Referral Network The link to social media 16 © Copyright 2012 All rights reserved. Joanne Black : :

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 : :

© Copyright 2012 All rights reserved. Joanne Black : : 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 © Copyright 2012 All rights reserved. Joanne Black : :

Always Remember Complete your profile Include a “professional” photo Customize your LinkedIn invitation Reply to every invitation Post interesting content © Copyright 2012 All rights reserved. Joanne Black : :

Joanne’s Point of View — Social Media Find out who people are Who they know How you’re connected SEO © Copyright 2012 All rights reserved. Joanne Black : :

The Personal Connection Web tools do not replace a personal conversation © Copyright 2012 All rights reserved. Joanne Black : :

Turn Off Your Computers? 23 © Copyright 2012 All rights reserved. Joanne Black : :

Pick Up the *** Phone 24 © Copyright 2012 All rights reserved. Joanne Black : :

What’s Next? Your Referral Action Plan © Copyright 2012 All rights reserved. Joanne Black : :

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 : :

© Copyright 2012 All rights reserved. Joanne Black : : Your Referral Wheel

© Copyright 2012 All rights reserved. Joanne Black : : Identify Your Three Best Categories

Your Referral Action Plan 2. Accountability Set daily referral goals Track your referrals Do what’s “closet to cash” Share your plan Highlight priorities © Copyright 2012 All rights reserved. Joanne Black : :

Your Referral Action Plan 3. Clarify Refine your Ideal Client Profile Talk “results,” not “features” Create ROI stories: Challenge, Solution, Results © Copyright 2012 All rights reserved. Joanne Black : :

Your Referral Action Plan 4. Enable Success Identify new supporters Schedule referral “meetings” daily Follow up—phone and note © Copyright 2012 All rights reserved. Joanne Black : :

Referral Action Plan Prioritize & Practice Accountability Counts Clarity is Essential Enable Success © Copyright 2012 All rights reserved. Joanne Black : :

Big Trap To Avoid Don’t skip practice © Copyright 2012 All rights reserved. Joanne Black : :

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 © Copyright 2012 All rights reserved. Joanne Black : :

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 : :

© Copyright 2012 All rights reserved. Joanne Black : : 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 37 60% 100% 90% 80% 70% 50% © Copyright 2012 All rights reserved. Joanne Black : :

More Resources more-cold-calling-webinar-series/ more-cold-calling-webinar-series/ © Copyright 2012 All rights reserved. Joanne Black : :