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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.

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Presentation on theme: "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."— Presentation transcript:

1 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 1

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

3 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 3 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

4 © 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

5 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 5

6 Results We have some successes! © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 6

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

8 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 8 Tell Me About your Referral Source

9 atTRACT New Business Tell Remind Audience Contacts Thanks © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 9

10 10 Begging & Pleading Questions

11 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 11 Begging & Pleading Questions Do you know anyone? I was wondering… Do you mind? I was hoping… If it’s ok…

12 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 12 Asking With Confidence –It would mean the world to me… –It would be terrific… –Who do you know?

13 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 13 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…

14 When Do You Ask? When you’ve earned the right… © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 14

15 Say Thank You Acknowledge your Referral Source © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 15

16 Expand Your Referral Network The link to social media 16 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763

17 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 17

18 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 18 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

19 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 19

20 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 : www.NoMoreColdCalling.com : 415-461-8763 20

21 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 : www.NoMoreColdCalling.com : 415-461-8763 21

22 The Personal Connection Web tools do not replace a personal conversation © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 22

23 Turn Off Your Computers? 23 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763

24 Pick Up the *** Phone 24 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763

25 What’s Next? Your Referral Action Plan © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 25

26 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 26

27 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 27 Your Referral Wheel

28 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 28 Identify Your Three Best Categories

29 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 : www.NoMoreColdCalling.com : 415-461-8763 29

30 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 : www.NoMoreColdCalling.com : 415-461-8763 30

31 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 : www.NoMoreColdCalling.com : 415-461-8763 31

32 Referral Action Plan Prioritize & Practice Accountability Counts Clarity is Essential Enable Success © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 32

33 Big Trap To Avoid Don’t skip practice © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 33

34 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 : www.NoMoreColdCalling.com : 415-461-8763 34

35 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 35

36 © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 36 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

37 Referrals Are Your Hottest Leads 37 60% 100% 90% 80% 70% 50% © Copyright 2012 All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 37

38 More Resources joanne@nomorecoldcalling.com http://www.nomorecoldcalling.com/aktion-no- more-cold-calling-webinar-series/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

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