Ask and Get More Referrals: Joanne Black

Show Notes

Get more referrals for your business
If you hate cold calling - listen now!

Episode 186 (repeat of #21) Joanne is based in California

In this conversation with Joanne Black we explore:

• Why referrals can be a lucrative source of new business 


• Why you need a repeatable referral getting process


• How to get over the fear of asking for referrals?


• How to stop cold calling and start warm calling


• The magic phrase to ask client to get more referrals


• And much more about referrals...

About our guest Joanne Black:

Joanne is considered to be America's leading authority on referral selling. She is the author of "Pick Up the Damn Phone" and "No More Cold Calling:.

Visit her website https://www.nomorecoldcalling.com/

       

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Excerpts from this conversation with Joanne Black:

Are you asking every one of your clients for referrals?

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I added a question on the last round. Would you be willing to be a referral to this company?

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Everybody loves referrals, and we just love receiving them. But it's not an outbound proactive, intentional approach. And so what I did is, I said, What do I need to do to close that gap? And make referrals? Not only common sense, but common practice?

And, would you and I developed a very straightforward system to make it happen, because I'm a salesperson. I don't like complicated. So it's simple. It's not easy, because if it were, everyone would be doing it. And referrals are our biggest competitive differentiator, because when we're introduced, we get in, we get in early, we have time to build relationships and make connections. We get the inside track and we hear things no one else does.

That's the power of referral selling.

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And therefore a better way to ask the question would be, who are one or two people you know, I should meet? Or who are one or two people in your network? You can introduce me to?

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