Category Archives for Referrals

Gia Le, The Sales Evangelists, Business referrals

TSE 1207: How to 10X Your Income With Repeat and Referred Business

Gia Le, The Sales Evangelists, Business referralsBusinesses, regardless of size, will always find ways to grow. One sure tactic to 10x your income is to use repeat and referred business. 

Gia Le is from Australia with a mixed heritage of Chinese and Vietnamese. She started her career in finance and insurance with an automotive dealership. That’s where she got her start in sales. In the beginning, she went from almost being fired three months into her job to being the top-performing consultant in Australia’s largest automotive holding company. Later on, Gia realized she wanted to have more flexibility in her life. She looked for ways she could use her skills and pursued another career that would give her more freedom and flexibility. 

She tried real estate for a year and noticed that digital marketing, an emerging platform, was being underutilized in Australia. Four years ago,  the use of social media was just starting to blossom. She saw that as an opportunity and decided to build a digital agency where she made just  $500 in her first month. Today, her agency is growing across Australia and Asia. 

Selling using out-dated  methods 

When Gia started with the dealership, her company offered several training programs. She learned the techniques and rehearsed the scripts but nothing was working. The old methods of selling didn’t work for sophisticated customers who saw sales tactics as insincere. She was in the new world using out-dated methods of selling. She struggled for three months until the right mentor appeared. He pulled her aside and told her not to focus on the sale. Instead, he instructed her to focus on the people and realize they’re more than just selling finance and insurance. 

Salespeople want to solve a problem and deliver a service.

When Gia started connecting and focusing on her clients’ pain, empathizing with them, and gaining their trust using the art of storytelling, she started closing nearly 70% of her clients. The dealership was fast-paced and it was important the salespeople could close a transaction in less than a day. 

In Australia, financing and insurance make more money than the actual vehicle, comprising 60- 70% of the dealership’s profits. Gia learned to never give out her business cards because she knew that was a customer’s consolation prize, that they were leaving her with hope and hope she didn’t pay the bills. She had to close before the client left.

Growing the business through repeat and referred business 

People think referrals happen by luck. Getting referrals is actually all about having the right strategy, being disciplined, having a strong thought process, and making sure that the system is bigger than yourself. Gia took advantage of her downtime as a salesperson when Facebook and Google were still growing in popularity. While everyone else was busy trying to find new clients on Facebook, Gia was busy prospecting her old clients. She understood that 90% of her next sale was going to happen before they even walked into the door. When her clients came back, they had made a conscious decision to return to Gia. They remembered who Gia was, what she did and the way she’d treated them.

Not many salespeople kept in touch with their clients the way Gia did. It takes a lot of discipline and tenacity to follow-up, especially when you’re busy. Gia made it a point to have at least six touchpoints when working with a new client.  For example, sending a gift, making sure a thank you note got sent within thirty days, hand-writing birthday cards and calling on an anniversary. With consistency and automated systems in place, relationships were built. It was because of her dedication that clients were consistently referring to family members and friends.

Build a connection

Staying connected is the key. The relationship began when clients signed the contract. Gia would assist them when they wanted to make a claim due to an accident, enabling her to assist clients with a replacement vehicle. She could also help with the contract and make more money for the dealership. Everyone benefited because she stayed connected and earned the client’s trust. 

Gia’s current team also emphasizes having a relationship with their clients. They go beyond what they offer and know they aren’t just selling products and services but also trust and a promise. They even help clients who have poor credit ratings. 

There are many ideas to grow your sales but discipline and consistency are key when using repeat and referred business. If you decide to make 10 phone calls a day to original clients, do it and watch your business grow. 

“How to 10X Your Income With Repeat and Referred Business” episode resources

Visit Gia Le’s digital agency website to see helpful sales strategies, tips, and tricks. Also, check out her own company site. 

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

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Sandler, Mike Jone, LinkedIn, Social Selling, Prospecting

TSE 1125: Harnessing LinkedIn to Develop a Consistent Stream of Quality Leads

If you’re not already harnessing LinkedIn to develop a consistent stream of quality leads, you’re missing out on more referrals, possible testimonies, and a powerful prospecting tool. 

Mike Jones owns and operates a local Sandler Training franchise where he works with sales leaders and salespeople in those cultures to develop nontraditional ways of prospecting and selling. He has the privilege of seeing best practices and working intimately with sales culture. He loves the experience of moving between industries and geographies to see what the consistent themes of success are. 

Utilizing LinkedIn

Sellers must take advantage of LinkedIn, but many people use it wrong. 

They often don’t understand LinkedIn’s power to get to the right person. It’s difficult to connect with the right person, but LinkedIn gives people the ability to determine who they need to be talking to. 

There is power in connections. If you aren’t using it to find the right people in the organizations you’re connecting with, you aren’t using it to its full capabilities. 

There are two kinds of prospecting. 

  • Active prospecting, which includes developing daily behavioral metrics about how many conversations you want to have, how many appointments you want to have, and how many existing clients you should be reaching out to. Activity always precedes outcome. If I can dial in my activity and monitor it and compare it to a monthly revenue goal, that allows me to make strategic behavioral changes. Whatever outcome you’re seeking, you have a system perfectly designed to give you that outcome. If you want a better outcome, analyze what you’re doing from a behavioral standpoint in order to achieve that outcome. It’s a form of prospecting that provides real-time decisions, and it gets immediate results. 

 

  • Passive prospecting doesn’t provide immediate results. If, for example, you work 250 days a year and your prospecting system requires you to send out 10 emails, either directly to a prospect or a contact in LinkedIn, asking for an introduction. Over a year, that’s 2,500 prospecting attempts every year. In today’s business culture, it works and you’re missing an opportunity if you aren’t seizing it. 

Thinking about now

Sometimes, as sellers, we get so focused on the now that we forget to focus on the future. In the early days of my sales career, I was guilty of it, too. Every phone call you make doesn’t have to result in an immediate close. 

We may even make the mistake of prospecting to convince people, and that creates a lot of pressure. Instead, identify what kind of prospect is in front of you. 

There are four distinct mindsets that prospects have. 

  1. They have a need they know about. 
  2. They’re comfortable and they aren’t making any changes.
  3. They are willing to make changes in order to have a better return on investment.
  4. They’re arrogant. 

We can only help number one and number three. Numbers two and four will communicate with a salesperson differently. Instead of trying to convince, try to determine which of the four you’re dealing with. It will help you understand whether they’re open-minded about it. 

Prospect’s mindset

Don’t give up too early. When a salesperson reaches out to a prospect, they’re trying to change the prospect’s mindset and alter what they believe. 

Be consistently persistent. Develop a cadence that falls somewhere between “I’m bugging someone” and “I’m ineffective.” Prospecting takes time and sellers must stop looking at their monthly revenue as the barometer for success. We do it because we think that’s how the game needs to be played. 

Realize that your individual metrics and your revenue are important, but you don’t get a pass on your prospecting simply because you hit your revenue. Failure to prospect will impact you months from now. You must manage your calendar to make sure you can service the people you’re selling as well as your future prospects. 

LinkedIn content

LinkedIn is a huge tool for marketing and it’s designed to help people think and share different ideas and insights.

When we look to give back, we’ll get stuff in return. The more you give, the more the people who want your help will come to you. 

If you’re a giver and you’re prospecting, you’re giving so much great information. They’ll keep coming back to you. 

Introductions

Many salespeople don’t do enough to leverage their connections in order to get introductions, which is probably a better word than referral. Probably 20 percent of your clients will provide an introduction without being prompted to. They like to connect people. 

At the same time, there are probably the same number who don’t like doing it. The 60 percent in the middle will do it if someone asks them to. We just have to become proactive and make it part of our process.

The best time to ask for an introduction is when the prospect realizes that he got his value and he’s happy. If you’ve already found a process that works, don’t change it. But if you aren’t having success asking for introductions, wait until the buyer realizes what they have in value. 

It also probably depends on the type of product you’re selling. 

Team behaviors 

Figure out what behaviors your team should be doing and build some healthy accountability around those things. It’s easier to coach people who have individual belief systems and business acumen. Based upon metrics, you can give unique instruction to each person. 

Make sure to have a direct line to the decision maker in the company you are pursuing, and build it around a story. In other words, figure out a common connection to the person you’re trying to connect with and use that. That connection is much more likely to be successful than cold outreach will. 

Don’t wing it. Use your KPIs and other metrics to get prepared. Good sellers won’t sabotage their efforts or be lazy. They’ll want to do something that will help them earn more money. 

Finally, get your life “why-dialed in.” Figure out why you get out of bed in the morning, because that’s your source of power. If you don’t have your life “why-dialed in,” you’ll go through the motions and it will be mundane and boring. 

Evaluate your patterns and habits. Are you getting the habits and outcome that you’re looking for? Sales is a purposeful, predictable event. If you’re serious about what you’re doing and how you’re doing it, you can track and measure your output and change it. 

“Harnessing LinkedIn” episode resources

You can find Mike on LinkedIn or you can connect with Sandler Training by The Ruby Group. Visit Sandler Training to connect with someone in your own area. 

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

Take advantage of a 30-day free trial, including a free book of your choice, at audible.com/tse.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

Asking, Closing, The Sales Evangelist Podcast

TSE 1122: Don’t Forget To Ask!

Asking, Closing, The Sales Evangelist PodcastSellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral.

We understand the importance of cold calling and cold outreach, but that’s doing things the hard way. We do it over and over again without ever considering whether it’s the best way.

This is a reboot of an earlier episode of The Sales Evangelist, but it’s an evergreen topic. Asking for referrals always makes sense for motivated sales professionals.

Cold calling

I would never suggest you shouldn’t use cold outreach or cold calling to connect with your prospects. I do it myself and I’ve generated great opportunities that way. But it isn’t the only way to generate them.

Sometimes we forget to ask for referrals. So as a sales pro, how can you remember? What else can you do to remind yourself to take the easy route to generating business?

Put it on your calendar.

Create a habit

Create a weekly goal to generate three referrals per week. If your goal is to get three referrals per week, even closing one of those referrals will change your results. Once you institute the habit of generating referrals, you’ll establish a pattern of one deal per week that closes. And that’s if you’re not particularly good at it. If you’ve taken our TSE Certified Sales Training, you could possibly do even better.

You can build on that habit and that improvement. That will amount to more money for you and your organization.

If each of those deals amounts to $10,000, you’ll generate $40,000 a month. If you’re responsible for $80,000 a month, then half of your business will come from referrals. If you’re currently not generating any, that’s a pretty great increase.

Accountability

Salespeople don’t necessarily like accountability. Do it anyway. Tell a coworker or sales leader your goal. Join our Facebook group and tell someone your goal.

Accountability is important. When I worked as a sales rep, I shared my current projects with my sales manager. She saw that I was motivated and proactive and I eventually got better opportunities than other people on the team.

If you share your goal with your leader, he or she will certainly follow up to help you stay accountable. If you’re an entrepreneur working internally at an organization, you can benefit from the same kind of accountability.

Set calendar invites

Establish specific times in your schedule when you’ll pursue referrals. Just as you set time to prospect and pursue inbound leads, set time for referral prospecting. Set 30 minutes each day to reach out to your clients for referrals.

It’s such an easy task that most of us won’t do it. We’re programmed to do things the hard way; to pick up the phone and dial. These simple projects can gain us business, but referrals don’t always happen naturally.

You must ask for the referral.

“Don’t Forget to Ask” episode resources

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

 

Jordan Ray, Donald Kelly, The Sales Evangelist

TSE 1095: She is Too Young

The Sales Evangelist, Jordan Ray, Building RelationshipsRayJordan Ray has endured more challenge in her 21 years than most people experience in a lifetime, so when she goes into a large hospital to share the product she has developed, many people believe that she is too young and they fail to understand that she is making a difference and helping others.

It’s a common challenge that many people face, and I faced it in the early days of The Sales Evangelist when I was 30 years old and advising people who were twice my age.

Generations

When Jordan’s health failed at 17, she discovered a need for patients with chronic health conditions to accurately track their pain and symptoms. The log helps patients track their own experiences as a way to improve their treatment plans.

Jordan isn’t offended when people discount her because she’s young. As a softball coach for 15- to 18-year-old girls, she recognizes that she’s only three years older than her players, and she remembers what it’s like to be immature.

She said she doesn’t get frustrated by the fact that people assume she’ll waste their time because she’s too young. In fact, she attributes some of it to the fact that people make assumptions about her generation.

First impression

Though you only get one chance at a first impression, it’s possible to change the impression people have. Jordan points to the story and relationships as the keys to overcoming people’s assumptions about her.

She’s very big on building relationships because she understands that people who aren’t sold on her product won’t buy it no matter how hard she pushes. If they aren’t interested in her product after she shares her story and the value she offers, pushing won’t change that.

She considers herself good with people and she said that’s key to owning a sales company.

Building relationships

Jordan goes to a breakfast networking event every Tuesday where she’s the youngest person by about 25 years. She estimates that she has shared a sit-down with all 50 members of the group despite being too young.

Many of them like her story because she only shares a 30-second brief. She tells them enough of her story to leave them intrigued so that they want to have a follow-on meeting with her.

She begins the relationship by looking for ways to refer business to her prospects. Her goal is to serve them by helping them.

Biggest challenge

She admits that sometimes she feels like she doesn’t have enough to offer in terms of referrals because she has only been doing this for seven months. Compared to people who have been working for 40 years, her connections don’t feel very significant.

Jordan said that her years playing sports taught her to have very high expectations for herself so she struggles when she can’t match the referrals that others can.

While other people are helping her and giving referrals, she finds herself wishing she could do more to return the favor.

Business friends

Jordan laughs about the fact that her personal friends are in their 20s and her business friends are in their 50s. She said she loves keeping up with those people.

Though the sales are obviously nice, she understands that the relationships are going to last beyond one sale or one year. If she makes one sale, that can’t compare to a relationship with someone at a nonprofit who knows countless people and who will support her even as she supports them.

Persistence

She calls herself big on persistence. She got lots of no’s before she launched the company. Many people were convinced she should stay in school.

She recommends staying persistent and refusing to give up on your vision. You’ll get a hundred no’s, but you’ll get that one yes.

“Too Young” episode resources

You can connect with Jordan at www.limitlessmedicallogs.com.

You can also email her at jordan@limitlessmedicallogs.com and share your story with her or you can find her on social media @JordanRay.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

 

Business Referrals, New Customer, Prospecting, Stacey Randall

TSE 1023: Generating Business Referrals…Without Asking

Business Referrals, New Customer, Prospecting, Stacey RandallWhen you bring value to customers and care for your clients, you’ve taken an important first step toward generating business referrals… without asking.

Stacey Brown Randall considers herself a contrarian in the sales world, because she believes that if you’re asking for referrals, you’re doing it wrong. She helps small business owners and solopreneurs generate referrals and she dispels myths about referrals.

She didn’t set out to focus on referrals, but after her first business failed, she discovered that business owners have to figure out how to touch business development every day. You also have to figure out the ways in which you’re willing to do it.

Tons of options

Sellers have countless options for bringing in clients and prospects to their pipelines, but they have to be options that the sellers are willing to do day-in, day-out.

When her own business failed, she asked herself what went wrong.

Although there was more than one mistake along the way, she realized that she never figured out how to fill her pipeline consistently. She never found an activity she was willing to do on a regular basis.

She researched and found that referrals offer an amazing way to bring in clients, and they’re often quicker to close. They also trust you before they ever meet you, and they are less price sensitive.

Everything about referrals is just better.

Referral piece

Stacey was determined to figure out the referral piece when she launched her second business, but all the information she could find said you had to ask for referrals.

To her, asking for a referral felt like a second-cousin to a cold call. She didn’t want to do it.

In order to help her second business be successful, she decided to figure out how to generate referrals without asking. Once she did that, she moved into teaching other people how to succeed in the same way.

Referral mistakes

Referrals are not about you.

If you ask for them, or make them part of your marketing plan and develop promotions around them, you’re making the referrals about you.

Stacey discovered that the sales process has three buckets: prospecting activities, marketing activities, and referral activities. What we do to generate referrals looks different than what we do compared to prospecting and marketing.

When I’m in prospecting mode, I’m looking for someone who will say yes within 30 days. With marketing, it’s a little more long-term but there is always an ultimate mindset.

Referrals, however, require different activities and a different mindset. The biggest mistake people make is treating their referral process like part of the prospecting effort. Or, they think about it like marketing and make it promotional and gimmicky.

Great work

If you’re going to hand off the client at some point, you have to make sure it’s a great process and great client experience.

Nobody refers to crappy work and no one refers a choppy customer experience. That’s a foundational piece, and none of these suggestions will work if you aren’t referrable. You must do the things that make people want to refer you.

The most important person in a referral process isn’t you and it isn’t your prospect; it’s your referral source. You must understand who is referring you.

Action steps

Begin by pulling out your list of clients, at least from the last two years, and figure out how those clients learned about you. (Pull data from as many years as you’re willing to do the work for.)

You may have this information in your CRM, or you may have to do some digging.

Determine who those people are that already referred you in the past, and begin there.

You’ll likely realize that you don’t have that many, and you’ll probably discover that you haven’t been intentional about building relationships with those people.

Figure out what you’re doing to take care of your referral sources.

Because sellers often get paid on commission, it’s tempting to move quickly from one client to the next. Sometimes sellers don’t recognize that it’s a lot of work to constantly seek the next big win.

Instead, sellers can spend their time doing activities they enjoy doing for people who know that they truly care. Then, the sellers can watch clients drop in their laps.

It saves a tremendous amount of time and money.

Your job

No one wakes up in the morning thinking about ways to make your job easier. They aren’t thinking about how they can refer you.

Your job is to make sure that you’re doing outreach to referral sources and that you’re being memorable and meaningful.

You want to use the right referral seed planting language so that you move into their subconscious. When you take care of people, they naturally want to take care of you back.

We want to be the person who is constantly giving to them so they think about us in a different way. When an opportunity arises, we want them thinking about us. It’s all about how we take care of people.

Top of mind

When you know who your referral sources are and you focus on them, you start to notice and develop patterns about those sources.

When Stacey was a business and productivity coach, she noticed that her niche happened to be working parents. Their world was her world. Her previous business failure gave her a unique perspective she could share.

She initiated a touchpoint that included “off-guard holidays.” In order to be meaningful, she sent Mother’s Day and Father’s Day gifts to her top referral sources.

She sent a Wonder Woman water bottle to the moms reminding them that they are heroes. It didn’t include Stacey’s logo and it wasn’t about her. It was about her client.

Those clients have never forgotten who sent that bottle. They were seen and recognized.

That effort can’t be a one-and-done. The touch points must accumulate over time.

Clients will always think about you in return when you’ve thought about them first. Anything you do must be all about them.

Planting seeds

Begin by using the word referral when you’re talking to your clients. When someone sends you someone, send them a hand-written thank you note that thanks the referrer by name.

It’s noticeable because it’s a thank you note that you took time to write.

Then, when people ask how your business is going, use the opportunity to plant a referral seed. Consider this: “You know, I on-boarded three new clients last week who were referred to me. I love receiving referrals because it tells me I’m doing something right with my business.”

Be honest, but plant the idea of referral. The seed may not always fall on fertile soil, but eventually, it will.

Aim for the 30 percent who will actually refer you.

Like the other steps, it must be a consistent effort that builds on itself. We’re seeking to create a habit for how our clients will behave.

“Generating Business Referrals…Without Asking” episode resources

You can connect with Stacey at staceybrownrandall.com where you can figure out your skill level at generating referrals by taking her Referral Ninja Quiz. The quiz identifies three different levels, and it will help you determine whether you should learn more about referrals.

Her website includes all kinds of free content to help you figure out how to move to the next level.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in March.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

 

 

Phil Newton, Donald Kelly, The Sales Evangelist, unHustle

TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money

Phil Newton, The Sales Evangelist,In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less.

It all began with a “sob story of events” when Phil was diagnosed with Crohn’s Disease, an intestinal disorder with an array of symptoms that prevent him from doing business the usual way.

He had to figure out how to get the most out of his time before fatigue set in; how to get maximum results from the least amount of work.

Phil calls it the ‘opposite of hustle.’

The Opposite of Hustle

Phil had to drop the tasks that weren’t moving his business forward so he could focus on the more productive areas: his areas of expertise that would bring in the results.

He outsourced the day-to-day minutia of the business. He streamlined.

Phil learned that trying to do everything, carrying the weight of every department and trying to know everything are the very things that keep top-performing sellers or top performing business owners from having the time to develop and use their own “sense of genius.”

The Sales Exclusion Department: Who do I NOT want to work with?

Phil used to help “anyone with a pulse” but in the end, no one benefitted.

The problem was that they weren’t the right people for the business and he ended up creating more problems in all areas of the business: refund rates increased, customer service issues increased, etc.

He had to decide: Who do I not want to work with? How do I not get them through the front door?

Instead of trying to generate new leads or new business with the shotgun approach of searching aimlessly among 1000’s of profiles, he focused on the 3-5 people with the most potential and nurtured those relationships.

Begin by deciding who your Ideal Clients are. Then drill down even further in the group to find who among them would be the Best Clients. Continue sorting until you have a handful of the Dream-Come-True Clients rather than just ideal ones.

Filter prospects

Establish your own personal brand and filter your network of prospects through it instead of sending them to the company website or the official sales page.

“If you are a sale professional, read on…..”

“If you are a business owner, read on….”

Short punchy messages like these will prequalify the person before you are on the phone with them or before they send you a message. It’s just a way to exclude the people who are not ready today.

Then, when they are ready tomorrow, or even if you go to another company or another department, they will know how to find you. You become the point of contact for whatever it is you sell, regardless of where you work.

Growing your Network

Achieving your personal best should be your focus rather than looking at the top of the sales leaderboard or worrying about who has the best sales.  The top performers are not any better than you, they just have a bigger network.

So work smarter.

Grow your network by targeting the right people instead of just more people.

Focus on the people who are ready to listen instead of trying to talk to everyone.

Put systems and processes into place to keep in contact with your network.

Then, when the people are ready, you are the first person they think of — the first person they contact.

There is a self-imposed pressure to hit the sales targets but if you don’t hit it, don’t worry about it. Instead, think about what system you can put into place so that you get it next time, and then maintain it.

Tap into your Existing Network

It is easier to build a relationship with someone you already know.

Have a conversation with the goal of building a foundation for doing business together and to establish a network of referrals rather than with the expectation of making a sale; as if you bumped into them in a coffee shop.

Then replicate that conversation.

The Golden Tickets

Customers who have said ‘Yes’ before are the ones to stay in contact with.

Phil likes to give them “Golden Tickets” or “freebies” — a 30-minute consultation, for example — that they can give to a friend.

Once Phil realized that his clients were referring business to him because it made them feel good to pass a deal on to their friends, rather than doing so just as a favor to him, it became easier to ask for referrals.

They feel fabulous for sharing, their friends benefit from the Golden Ticket, and Phil benefits from the referral. The network grows.

“Work Smart” episode resources

Phil believes knowledge should be free and he is happy to share! You can connect with him at his website, Unhustled.com, or check out his goodie bag for listeners of TheSalesEvangelist.com.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Dr. Richard K. Nongard, Donald Kelly, The Sales Evangelist, Referrals

TSE 934: Sales From The Street – “Referral Business”

The Sales Evangelist, Sales From The Street, Dr. Richard NongardPeople are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t possible to transition to a referral business until you find prospects.

On today’s episode of The Sales Evangelist, Richard Nongard talks about the role prospecting plays in transitioning to a referral business.

It’s our mindset that leads us to fear cold calls, but the truth is that people aren’t usually mean when we’re face-to-face. Unfortunately, that same mindset cripples us even when we’re dealing with warm or hot leads.

We miss the chance to follow up two or three days later to make sure that we answered all their questions. We never check in to see if there’s anything else we can do for them.

Come with value

There’s a reason we don’t just randomly hand out business cards at networking events. People didn’t ask for our cards, so we don’t hand them out without any context or conversation.

Instead, if I come with value and answer their questions in a way that relates directly to them, they’ll be more likely to welcome my interaction.

Richard recommends a simple strategy when cold calling. He explains to his prospects that he’s in the neighborhood learning more about local businesses so he can refer and network with other people here in the community.

When you explain it that way, people are always happy to tell you about their businesses and, of course, they’ll be willing to reciprocate.

Overcoming fear

Sales trainers across the board report that overcoming fear and self-doubt are the most frequent challenges they address.

Most salespeople are well trained in the language of sales

Imagine you’re a new sales rep at a company where 90 percent of your business has to come from prospecting. You have very few leads, and you’ve never sold before.

The key is to build relationships. Networking is essential in a B2B sales position.

We mistakenly believe that if they build a website, buyers will come. As a result, they spend all their time trying to make their website perfect so that when people come to their site, those prospects will become buyers.

They tinker with images and with fonts without realizing that people are the most important component in the transaction. Technology actually becomes a barrier for us because we believe we’re spending our time doing something useful but we really aren’t building relationships that drive people to our website.

Your website should simply be proof of your product or service rather than a way of generating leads.

Networking

Get out in the community and go to meetups. Go to networking events. Take every opportunity to meet real people.

If you’re invited to events that you aren’t interested in, go anyway. The people there might need your services someday.

Many of us would prefer to have a referral-based business over a prospecting-based business, but the truth is that you have to prospect to get to that point.

The reason so many businesses miss the opportunity to pivot from prospecting-based to referral-based is a failure to follow up after the sale. By not creating relationships with the people they are selling to, and not asking for referrals, we overlook many opportunities.

Time management prevents us from following up, as does the lack of a system to support a referral-based business.

Seize the power of now

Richard recalled that he often spent time worrying about the future. He ended up focusing on the future rather than living in the moment.

When we live in the moment, though, we can actually activate all of our intentions. It’s a much more powerful strategy than goal-setting.

Research actually shows that goals have a downside. They can be a downward spiral to mediocrity as we lower our goals to meet our deadlines.

Goals cause a great deal of anxiety. Goals are focused on the future while all we actually have is this moment.

By staying in the present, we activate our greatest level of potential.

“Referral Business” episode resources

You can reach Richard Nongard at his website, Viral Leadership and you can grab a copy of his book, Viral Leadership: Seize the Power of Now to Create Lasting Transformation in Business.

You can also get more information there about training and consulting for large and small companies, as well as coaching services, keynote speaking, and Richard’s new podcast on leadership.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Jay Gibb, Donald Kelly, Referral Program, Sales Podcast

TSE 858-Three Things You Should Remember When Creating a Referral Program

Jay Gibb, Donald Kelly, Referral Program, Sales Podcast

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral plan.

On today’s episode of The Sales Evangelist, Jay Gibb of CloudSponge shares insights about creating a referral plan and discusses some of the mistakes companies make in the process.

Avoid starting too early.

When you’re creating a referral program, you’re asking people to give you information about their friends.

Until you’re providing tremendous value with your product or service, it’s generally a bad call to ask for a referral.

One of the key measurements, according to Jay, is product-market fit: being in a good market with a product that can satisfy that market. Product market fit is a key component to referrals, because it indicates that you’ve found your ideal customers.

Once you’ve learned how to speak to them, and how to effectively speak their language, you’re more likely to be providing massive value.

With those components in place, you’ll have the tools to build a really effective referral program.

Offer the right incentives.

Especially on the B2B side, Jay said that many companies stumble in their incentives by offering only discounts for referrals.

Unless you’re dealing with the company founder, a discounted price in exchange for a referral won’t offer much incentive.

It’s also a good idea to remind the referrer that you’re planning to provide an incentive to the referred party as well, because people are altruistic, and they want to help others. They want to introduce someone they like to a product they like.

As you build your referral program, consider all four parties: the company and the individual who referred someone, and the company and the individual who were referred.

Make it easy for buyers to refer.

If your referral form requires customers to toggle between multiple pages in order to copy and paste email addresses, you’ll likely get limited results from your referral program.

Consider, instead, a way for customers to access their address books from the referral page. You’ll likely discover that most of your referrals come from people who uploaded their address books.

That’s why CloudSponge exists; to help companies offer an address book function without having to build it themselves.

Larger companies generally want to build their own platform, but they’d rather buy the address book component off the shelf because it’s a tedious process to build one.

Don’t forget the simple things.

Most importantly, make sure to ask for referrals when the time is right. Many sales professionals and companies neglect to ask for referrals.

If you’ve got happy customers and repeat buyers, call them and ask them to help you grow your company. You’ll be amazed at the response you’ll get when you ask for help.

Once they provide a referral, remember to say thank you. When the deal closes with a referred customer, send some kind of thank you to the referrer.

Doing so will have a compounding effect and make them want to refer more often. They’ll realize that your company cares about people, and they’ll regularly look for chances to provide referrals.

Consider, too, that customers may not always know of people who will benefit from your product. When that happens, consider asking for a review, a testimonial, or a case study.

Develop a funnel and a backup plan when you’re creating a referral plan.

“Creating a Referral Plan” resources

Connect with Jay at CloudSponge.com, or email CloudSponge for more information about their services. You can also find Jay on LinkedIn.

Consider giving a copy of the book Stop Selling & Start Leading as a thank you gift to someone who provided a referral. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

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Jaron Rice, Donald Kelly, The Sales Evangelist

TSE 849: Sales From The Street:”We Had To Be Different”

Jaron Rice, Donald Kelly, The Sales Evangelist

Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even deceptive. In order to succeed, his struggle was two-fold: he had to find new prospects, and he had to be different.

On today’s episode of Sales From The Street, Jaron explains how he worked beyond the negative stigma and grew his business to be the highest-rated merchant services provider in Maryland.

In its fourth year, Magothy Payments helps businesses become more profitable by lowering the cost of credit card acceptance. Jaron had to build a brand that was different than the traditional banks people were accustomed to dealing with.

Seeking Customer Feedback

Jaron called his introduction into the industry a sobering reality because so many doors were slammed in his face.

In order to understand the stigma, he started by surveying previous clients that he knew from other industries he had worked in. He asked them about their payment processors; specifically about the things they liked as well as the things they didn’t.

He never asked them to do business with him. He simply asked for their feedback.

What he discovered was that they all hated his industry, but they liked him, and they said they would be willing to do business with him.

He reached out first to business owners who knew him; local businesses that were familiar with his face because he spent money with them. Once he brought them on as clients, he was determined to continue providing value.

Understanding the Business Model

The payment processing industry is marked by attrition. Businesses generally change credit card processors every 10 months, averaging out to 22 percent attrition each year.

Over the course of five years, businesses turn over their entire client base. As a result, they strive to make as much money as possible within that period of time.

Jaron’s company turned that model on its head, deciding instead to make less money knowing that they would keep client accounts much longer.

In the company’s first four years, its attrition is less than three percent. Although they aren’t making as much money in a short period of time, they’re making more money in the long run. Additionally, their existing clients are bringing them new business.

Building strategic partnerships

Jaron’s company absorbed all the risk in order to attract new clients and overcome the industry’s negative reputation.

Rather than requiring contracts, Magothy allowed month-to-month transactions with no termination fees. That made it vital for the company to make sure it was providing value to its customers.

At the end of each client’s first full billing cycle, the company conducted an analysis to compare the initial proposal with the client’s actual results.

Once the company demonstrates its ability to do what it promised, Jaron asks his clients for online reviews and referrals.

In less than four years, the company has accumulated 225 accounts, most of which exist within a 10-mile radius of Jaron’s office. The company welcomes 8-12 new clients each month purely from referrals and networking.

The company’s reputation of trustworthiness and value has turned clients into evangelists. Next, Jaron is seeking to build more partnerships like the one he enjoys with the Better Business Bureau because those relationships yield lots of new accounts.

He emphasizes the importance of knowing your own value, especially for small businesses whose temptation is to simply undercut the competition.

Don’t be afraid to walk away from a deal that isn’t making you any money.

“We Had To Be Different” resources

Connect with Jaron on LinkedIn or at his website, www.magothy.biz.If you’re in the Maryland area, contact Magothy Payments to learn more about the state’s highest-rated merchant services provider.

Jaron’s story provides that we can all strive to be better and overcome challenges we’re facing. We have to apply what we learn though.

Our Facebook group The Sales Evangelizers brings together sellers of all abilities and all industries to compare notes and learn from one another. The odds are good that there’s a discussion that will benefit your own sales efforts, and it’s all free.

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

TSE Hustler's League, Sales Coaching, New Sales People, Asking for Referrals

TSE 765: TSE Hustler’s League-“How Do I Ask?”

TSE Hustler's League, Sales Coaching, New Sales People, Asking for Referrals

Are you open to getting referrals from clients? Do you ask for referrals?

“Who do you know will benefit from what we offer?”

This is actually the most common question people ask when asking for referrals. But there’s a better, more effective way of doing this.

I have come to recognize that many salespeople do not ask for referrals because they don’t know how to ask for referrals. During this episode, I will share with you how to easily ask for referrals.

Be specific.

Make it easy for your prospects to give you a referral.

Follow up and be grateful to them even if you’re weren’t able to close the deal with them.

Tell your prospect once you’ve connected with their referred person and even if you weren’t able to close, be sure to still thank them.

Strategies When Asking for Referrals:

1. Use LinkedIn

Try to check a person’s connections on LinkedIn and see who are other business owners of the same size who may be a good fit for you.

2. Ask Your Prospect

Mention to them how this person is connected with the specific person who can be a potential customer for your company.Then ask them if they can introduce you to that specific person.

3. Create an email template.

The key here is to eliminate as much as the nuances or difficulties as possible for your prospect. So when you ask them to give the referral an introductory email, offer them a template introduction email they can use which they can use and tweak as they please.

4. Give a referral.

Sometimes, the best way to get a referral is to give them a referral for a service or product they may use. This increase the trust factor and they would naturally want to help you in return by finding people they can refer to you.

Episode Resources:

Building a Story Brand by Donald Miller

Check out the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

TSE 760 -TSE Hustler’s League-“Don’t Forget to Ask”

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

Today’s snippet is taken from one of the training sessions at the TSE Hustler’s League, where we discuss yet another challenge of forgetting to ask for a referral and how you can overcome that!

Steps to Help You to Remember to Ask for a Referral:

Set weekly goals.

Make it a habit to set a goal of asking for three referrals per week.

Have accountability.

Get an accountability partner or ask your boss.

Join a mastermind group or our Facebook group The Sales Evangelizers, and someone’s going to follow up with you on that goal.

Set calendar invites.

Set time of your day focused on this referral project. Then send a calendar invite to your accountability partner and try to spare a few minutes to just check on your progress.

Episode Resources:

Check out the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Facebook group The Sales Evangelizers

David Hammer, Donald Kelly, The Sales Evangelist Podcast

TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time

David Hammer, Donald Kelly, The Sales Evangelist PodcastWhat if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances of closing deals?

Our guest today is David Hammer. He shares with us great insights into what you can do to help reduce the amount of time it takes to close your deals. As a former Google executive, David has an impressive background in the tech space and he is now the CEO and Founder of Emissary. This platform connects salespeople with experts called “emissaries” who share their first-hand insights into major corporations they’ve worked for previously. It almost works like a dating app.

Here are the highlights of my conversation with David:

David’s coolest sales experience when he was the customer.

What makes Emissary unique:

  • It provides immediate gratification where they instantly connect you with your target corporation
  • It helps you understand what’s going on “behind the scenes”

How it works:

  1. Emissary syncs their platform to your pipeline so they would understand the deals you pursue in.
  2. It works like a dating app where you will be matched with an emissary and you can choose to be coached through the deal so you can have a deeper understanding of the clients you’re selling to and know how to get started.
  3. Emissary asks you to map out your sales process in order to identify 3-5 high leverage points throughout the process.
  4. They make sure the emissaries are prepped and aligned to be able to deliver consistently.
  5. The more you use Emissary, the more AHA! moments you’re going to have.
  6. Emissary doesn’t work with clients on a single deal but across a set of deals.
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Who are the experts at Emissary:

  • Every Emissary is a senior, decision-maker, Director, VP level or higher
  • They have left their jobs within the past two years so they have recent knowledge about the organization
  • They just love talking about their jobs

Industries that can benefit from using Emissary:

  • Enterprise software
  • Adtech companies
  • Professional services

How you can maximize the use of Emissary:

  1. Have a defined sales process.
  2. Know who your ideal customer is.

David’s Major Takeaway:

If you really want to understand an organization and have the ability to have profound insight to help you transform how you do your deals, then Emissary may help you big time. It’s not just about getting the meeting, it’s about what happens after is where Emissary provides value.

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Episode Resources:

Learn more about Emissary on www.emissary.io and connect with David at david@emissary.io.

Stop wasting hours creating your sales proposal and start using PandaDoc. Create electronic proposals for your prospects. Sign and receive payments without leaving your CRM. It integrates well with other CRMs such as Salesforce. Pipedrive, and HubSpot. Get great analytics on the proposals you send. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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Donald Kelly, Referrals

TSE 485: TSE Hustler’s League-“Referrals”

Donald Kelly, ReferralsWhy can’t referrals work in your industry? Wrong! Referrals can actually work in every single industry. It doesn’t matter what you’re selling. Today’s snippet taken from one of our training sessions over at the TSE Hustler’s League is about the main reasons people are not getting referrals and what you can do to improve your skill in asking for referrals.

For this upcoming season on the TSE Hustler’s League, we’re focusing mainly on building value with your prospects. Now that you have them, how do you generate them into clients? It’s a content-rich yet fun experience. Feel free to join!

Why people are not getting referrals:

  1. Fear of asking

You are not just asking random people but those who are your ideal customers, people who are your customers. Statistics shows that 9 out of 10 clients are willing to give you referrals. So why be afraid of asking? The problem is we think of the worst case scenario automatically and we don’t think about the good things that can happen.

  1. Not knowing how to ask

People are either afraid of asking or they don’t know how to say it. People don’t carry a list of referrals with them. It’s not as easy as that. So you need to make sure you prep your prospects so they can help you.

  1. Forgetting to ask

People tend to forget to ask for referrals that they just instead do the hard part and do cold calling, expecting the business to grow. But your business grows better when you’re able to have ideal prospects who are a good fit to what you offer.

How to prepare so your customers can give you referrals:

Your clients sometimes can’t give you names of people immediately because they don’t think of these people right off the top of their heads. So all you need to do is find people that they know so you can give them ideas and see if they could give you an introduction.

Go to LinkedIn and search for people who are your ideal prospects. Look at what other businesses they know who also fit your ideal customer or buyer persona.

Make it easy for your clients.

An introduction email is so easy but you clients have so many other stuff to do so they won’t remember doing these things for you. If you get no introduction from them, make it simple for them. Create emails for them that can take away some of the work. You can send them a template that you created and they could just change it up accordingly and then hit send. Easy, right?

Episode Resources:

David and Goliath by Malcolm Gladwell

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

 

Referral, Networking, Jeff Tockman, The Sales Evangelist, Donald Kelly

TSE 265: Sales From The Street-“This Is How You Get A Referral”

Referral, Networking, Jeff Tockman, The Sales Evangelist, Donald Kelly One of the best ways to grow your business is by getting referrals from your clients. Jeff Tockman is a consultant who helps his clients grow their business through referrals. Jeff is a power networker and very good at building relationships with others. In April of 2009, Jeff started Professional Social Networking Group (PSNG.org). He has used and improved his networking skills to grow the group to thousands of members and an average of over 100 people at each event.

After founding Tockman Consulting (TockmanConsulting.com), he started consulting with clients about business development in 2010. He has been running two private networking groups since 2014. He is building on his love of teaching and passion for developing people and relationships to create a unique career. He now spends his time organizing and facilitating events and working to help his business consulting clients on how to build their businesses through referrals.

Here are some of the major takeaways from our conversation:

The first thing you need to do in seeking more referrals is to offer great service to your clients.

Step One: “Ask”

Here is a question to connect with your clients to help offer you more referrals.

“What are the top 3 things you love about the widget we sold you last month”. This will give you “their” words you can use in follow-up questions. People will always teach you how to sell them if you ask the appropriate questions.

Ask open ended questions and learn what the features and benefits are that they love the most about the product you sold them.

Step Two: Grab their attention

Ask them who wants “x”. Learn more about the person you are asking for referrals from. This way you can get specific individuals who they can refer you to.

Discover which organizations they are a part of and the things they like to do.

Step Three: Ask permission to have this discussion 

“Dave, could we brainstorm a little about people you think could benefit from having this widget?”

Step Four: Who do you know?

Find out who they could refer

Step Five: Tell me more about John Smith?

Learn from them about the potential individual they are referring to you.

Step Six: “What will you tell John Smith about me?

This is where you get the client to rehearse what they are going to “say” to the referral they are about to give you.

Step Seven: Best way to connect. 

This is where you find out from them what the best way is to help you get connected with this referral.

Step Eight: Tell them what you will say when you connect with their friend.

Step Nine: Offer a reward

Is there something you can offer them at them if they give you a referral? Lunch, Dinner, etc with the referral who became a new client.

Connect with Jeff:

  1. LinkedIn
  2. Facebook 
  3. Email Jeff

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Preston Killian, The Sales Evangelist, Asking for Referrals, Donald Kelly

TSE 156: Sales From The Street-“How I Grew My Business Through Referrals”

Preston Killian, The Sales Evangelist, Asking for Referrals, Donald Kelly We all know that one of the greatest ways to grow our business is through referrals. The problem is, many of us as sellers never ask for them for one reason or another. In this episode, I interview Preston Killian who shares some of the struggles he faced early on growing his business. Preston has a business where he does bent repairs for car dealership in Texas.

Many of those he currently works with came through simply asking for referrals or doing such a good job that his customers offered him unsolicited referrals. Today, his business is growing significantly because of referrals. The question now comes down to this, “Are you taking advantage of the benefits of referrals?” Here is another episode that can help you ask for more referrals:

TSE 013: “THE BEST WAY TO GET REFERRALS, IS TO GIVE REFERRALS” BRYAN DALY

Preston’s words of encouragement: 

  1. Get up and just get out there
  2. Work hard
  3. Just ask for referrals
  4. Make sure to follow up with customers

Stay in contact with Preston

Preston’s Facebook profile

One of Preston’s clients he gained through asking for referrals: Loan Star Auto Plex

 

Week Sales Acceleration Course

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

The Sales Evangelist

TSE 055: Is There a Proper Way to Ask For a Referral From a Client?  

NetworkinfminiA few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to get a referral but it sure beats a sharp stick in the eye for not asking for a referral at all. I have asked prospects and seen very good results, but what about asking a current client? Is there a proper way/time to ask for a referral? I think these referrals tend to have more weight and would require more research. In this episode I break it down in details and share a bit more. Here are some of the major takeaways:

 

  1. Ask for a referral from a client when they become confident in your products or services.
  2. Ask for a specific person by name that they may know.
  3. Get an email or if possible a personal introduction (lunch etc).
  4. Thank the client who gives you the referral before you meet with the prospect.
  5. Offer updates and information to the client on the processes/outcome of the meeting with the referral.
  6. Thank the client who offered the referral and if the their friend elected to purchase your service or not.
  7. Rinse and repeat with other clients.

Listen  to the episode to learn about my personal experience and how it turned into a successful new client. As aways, I hope this was beneficial to you but most important is my desire for you to apply it. So go out and DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

TSE 013: “The Best Way To Get Referrals, Is To Give Referrals” Bryan Daly

Bryan DaleyIn this episode I interview Bryan Daly who is a local financial expert. Three years ago Bryan Daly started a local networking group after he left the mortgage industry. Bryan’s networking group (Palm Beach Business Connection: Your Link to Local Business) has grown to over 15,000 members strong and stretches across multiple states. When Bryan started his networking group, he built it on the premise that “anything of real value only multiple when it is given freely”.

While speaking with Bryan he gave some great advise, I didn’t write them all down, but here are a few major takeaway from our conversation:

    • Go to networking events with the idea to see what you can give
    • Networking is more about farming than it is hunting
    • When you go to a networking event, seek to make a new friend every time
    • When you give a referral, others will want to give you something in return (try it!)
    • If you give a referral, make it easy for the receiver by preparing the prospect and being there for an in-person introduction if possible
    • A few books Bryan mentioned:Endless ReferralsThe Go-GiverThe Slight Edge
    • Bryan’s group “Your Link to Local Business”  is focused on the right mix of online and offline networking

If you enjoyed learning from Bryan today, feel free to connect with him here at bryan@bryandaly.com

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TSE 012: The Easiest Sales Opportunities to Close Are?

Donald Kelly: The Sales Evangelist Have you ever wondered what are the easiest sales opportunities to close? Well, in my experience, I feel those are unsolicited referrals! Think about it, if you were in need of a product or service and a trusted friend gave you a really convincing recommendation, how likely are you to get that product or service?  Chances are that I would buy that product or sign up for the services ! Why, because someone I know and trust already did all the work for me and they have experienced it. They know what I am looking for and understand my needs. This is why I feel that those who are referred to you from your “raving fans” are the easiest business opportunities to bring on.

But, there are two sides to referrals. There is the giving opportunities and the receiving opportunities. We must all seek to give referrals and  naturally in return we will receive referrals. In this episode I  share a couple experiences when I received and gave a referral.

Here are some of the take aways from this episode:

1. Look for opportunities to give referrals.

2. When you receive a referral, always offer gratitude and keep the giver in the loop.

3. Referrals are the easiest business  opportunities to close.

4. A BIG referral secret to getting more referrals (You must listen to the episode and hear the secret).

Come and listen to the episode and learn how you can do #BIGTHINGS!

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LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.