Cold Calling is a waste of time and resources. People who don't expect, or want your call are not your top prospects. • Why cold calling is the bottom of the barrel—and how to tell when you are conducting a cold call, even when you think you aren’t • Why referrals are gold—and yet almost no one is investing in their nurturing and development • How to increase your conversion rate to more than 50% • The 5 steps to run your referral business—and the biggest reason you’re not getting the referral business you think you’re entitled to… • How to double your sales pipeline within 12 months—without adding to your marketing budget

1. No More Cold Calling
5 Tips to Get Started with
Referral Selling

2. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 2
Welcome!
I’m Joanne Black

3. The Referral Book
3© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com

4. Your Biggest Sales Challenge
• Getting the meeting at the level that
counts
• A consistent stream of qualified leads
• Converting prospects to customers
• Overcoming objections
• No time to prospect
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5. Joanne’s Points of View
Contrary to popular belief—keep an open
mind!
5© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com

6. What is a Referral?
Referred prospects know us and expect to
hear from us
6© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com

7. What is a Referral?
You receive an introduction!
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8. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 8
The Referral Imperative
Without an introduction

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You Cold Call

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Joanne’s Point of View
No one should EVER have to cold call

11. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 11
Joanne’s Point of View
Generating Qualified prospects is the most
important step in your sales process

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Generate Qualified Leads with Referrals
When you receive a qualified
referral, think about what happens…

13. Why Referrals Work
• You arrive pre-sold
• You earn credibility and trust
• Your sales time shortens
• Competition goes away
• There are no “hard” costs
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14. Why Referrals are Key
What percent of the time do you get a
new client?
30%
50%
70%
90%
100%
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15. Increase Your Conversions
Increase your conversions to 50% plus!
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16. Naomi Says…
• Since I started applying your
techniques, I've gained access at a higher
level in ten of my target accounts.
• Three of which have already generated
business in Fortune 500 companies!
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17. You Need a Targeted Strategy
• Written referral sales plan
• Weekly written referral goals
• Methods to track and measure referrals
• Accountability for results
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18. Do You Have a Targeted Strategy?
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19. Referral Results
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• Less than 30% of ALL
salespeople ask for
referrals
• A high quality referred
prospect is more than
40 times more likely to
buy
• Salespeople who actively
seek and exploit referrals
earn 4 to 5 times more

20. Referrals Get You the Meeting
Why Executives Meet with Salespeople
• Research from The TAS Group
– Referral from inside their company
– Referral from a trusted source outside
their company
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21. © Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 21
What it Takes
1. Make referrals a priority
2. Integrate into your sales process
3. Create metrics
4. Build skills
5. Implement

22. Jim Says…
• Made my year in the first 6 months
• My referral pipeline is full of potential that
simply requires follow-up
• “I am never going back.”
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23. Make Referrals a Habit
• Apply for the six month intensive Masters
Program
• Check out No More Cold Calling
OnDemand
• www.NoMoreColdCalling.com
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24. Kurt says…
"Since starting the Referral Masters
program with Joanne Black, we have
generated a 300% increase in business
due to referrals.”
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25. 5 Tips to Get Started
1. Make referral selling your priority
2. Integrate referrals into your process
3. Set up referral metrics
4. Build skills in referral selling
5. Ask your favorite clients to introduce you
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26. Big Question
Are you ready to commit to referral selling?
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27. Apply Now—NoMoreColdCalling.com
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28. Referrals Are Your Hottest Leads
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29. Resources
• joanne@nomorecoldcalling.com
• 415-461-8763
• www.NoMoreColdCalling.com
• www.linkedin.com/in/joanneblackreferralsales/
• @ReferralSales
29© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com