Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator
Joanne Black
Get Access to Buyers in a Tough Sales Climate | Partnering with Sales Leaders & Their Teams to Build a Referral System I Referrals: Your Fastest Revenue Driver | Unparalleled 70 Percent Conversion Rate
It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy.?
Barry said: “They were just about to hire someone to cold call. I told them they needed to talk to Joanne Black immediately.”?
I got on a call with the VP of sales for Finlistics before the end of that day, and thus began a?successful, several-year working relationship. It was also the start of Finlistics’s relationship with referral selling.
The Speed of Referrals
Here’s how fast referrals can work:
Yep, within one month, I had a new client, and Finlistics was on track to find many qualified (read: referred) clients. Referrals don’t always happen quite this quickly. This was going a little above the speed limit. But prospects become clients much faster when you’ve been referred and have commitment from the leader than when you generate leads by bugging strangers (read: cold calling).
Dr. Timme and I have stayed in touch over the years, so I was quick to agree when he asked me to do a webinar with him on January 19, 2023. It was my birthday, and I knew it was the best way to start off the new year—talking to this brilliant, engaging man about referral selling.
Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator
This was the title of our webinar, and I know I’m biased, but it’s a must-watch conversation if you’re ready to adopt referral selling.
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We discussed why every company should be using referrals in their sales strategy. (In a nutshell: With an average conversion rate of 70 percent, referrals are the number one untapped source of new business, yet they are underutilized by sales organizations.)
We also explored:
This webinar explores how to get referrals to work for you. When you’re done watching, be sure to check the Finlistics website to learn about Insight-Based Selling and Client I.Q. As Dr. Timme puts it: “When it comes to engaging executive buyers, what you know and what you show are just as important as what you?say and how you say it. Finding common ground is easier when you speak a common language.”
Referrals + Finlistics = More Sales Revenue
What happens when you combine referrals and insight-based selling?
Step One: You leverage your relationships to get referral introductions.
Step Two: You learn and apply insight-led selling to gain financial literacy and so much more.
Now, that’s a winning combination!
Watch the webinar now to learn more. Then contact me at [email protected] for customized referral selling insights and guidance.?
Sr. Product Marketing Manager, OpenText. Focusing on Microsoft integrations for the OpenText Content Cloud
1 年I agree! Referrals rock!
Super Connector* Referral Group Builder* Business Development Expert* Created the Good Humans Growth Network? *Teaching you to sell more w/out sleaze or cheese* B2B Referral Trainer
1 年This looks really interesting! commenting for increased reach. thanks for your work Joanne Black!
?? Founder of Wear Your Money Crown? | Certified Financial Educator | Financial Coach (USA & UK expert) | Author | SXSW Speaker | Helping Organizations & Individuals to THRIVE through Financial Wellness! ??????
1 年This is as always an important reminder Joanne Black! Thank you! Just today I sent two emails to people that were referred to me in order to engage about my children's book (my other job). I know that my outreach will be much better received bc of that mutual connection. I aim to do more of it for my financial education business as well.
"America’s Digital Content Futurist" - Forbes.com | Attract More Right Fit Clients That WANT To Pay More | 5X Author | Professional Speaker | Author of The Greatest Personal Brand Story Ever Told
1 年Focusing on the connection and the relationship are so critical, Joanne Black. I was chatting about this with a client just this morning - sharing your personal brand story makes you relatable and trustworthy. And people purchase from people they feel a connection with and trust. Great stuff!
Purpose Driven Leader | Cannabis Fractional CAO and COO | Management and Business Consultant
1 年Your network can be a powerful tool in generating client referrals, finding your next role, or connecting you to new contacts as part of a career pivot. Yet, most of us fail to invest the time necessary to cultivate and maintain those relationships over the years.