How To Explode Your Sales By Generating MORE Referrals

by Paul Castain on March 28, 2017

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What percentage of your new business opportunities come from referrals?

Unless you answered “100%”, you have a serious opportunity to fast forward your results!

Do you even have a referral strategy in place or does it sort of “happens when it happens” which sounds more like a prayer.

That’s why you might want to join us for our How To EXPLODE Your Sales By Generating MORE Referrals webinar.

It takes place on April 6th, at 11:30 am EST.

Here’s what you’ll gain by joining us;

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

Webinar replay (sent later that day)

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Much?

$99

register-now-nov-3

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How To March Right Past A “Gatekeeper”

by Paul Castain on March 28, 2017

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Sometimes we confuse hard work (and all these “hustling” messages being spewed by thought leaders) with working smart.

Like continually getting stopped by “gatekeepers”.

There are some who would tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President.

Others will tell you to learn how to work with the “gatekeeper” and/or learn how to overcome their objections.

I like that type of thinking but we’re missing something that we’re practically tripping over.

Referrals!

When you receive a referral you’re going to bypass the proverbial “gatekeeper” one of two ways;

  1. By Receiving A Call/Email From The INTERESTED Party.
  2. Getting A WARM Introduction From A Mutual Contact.

Either way . . . You’ve bypassed the “gatekeeper”!

Why put yourself in a situation where you’re dealing with a “gatekeeper” in the first place?

Why Many Reps Choose The More Difficult Route

For many sales reps its their comfort level getting in the way.

They’ve always made cold calls and they get really protective when someone comes along and suggests something different.

Instead of a threat to your current way of “hunting”, look at it as;

A Much Needed COMPLEMENT To The Cold Call!

The cold call ISN’T dead . . . It’s just lonely and in need of companionship from additional forms of outreach.

In fact, I maintain that a good referral strategy will not only WARM up your cold calls, it will;

Have more people approaching you for a change!

Why Make This More Difficult Than It Needs To Be?

Given the choice between dealing with a “gatekeeper” and bypassing them via referrals, I WOULDN’T choose, I would do both but;

I think you’ll find getting access to people WITHOUT a “gatekeeper” much more productive.

“Sounds Good But I Have No Clue How To Do That”

I’v got you covered!

This is exactly what we’re going to be talking about on April 6th during our referral webinar!

Specifically . . .

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

To cold call by default because you don’t have a referral strategy in place, is not only silly, but a surefire way to leave money on the table!

To learn more, and to reserve your spot, please click HERE!

Money on the table Facebook - Copy

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cable guy

Most sales people would rather call a business, cold, than ask a client for a referral!

Think about that one for a minute!

Most sales reps would rather call a business, cold than ask a client for a referral!

Why?

Here’s what I’m usually told . . .

“It feels weird”

“It makes the conversation get weird”

“I feel like it’s too salesy”

“I feel like I’m begging them for something”

“It never seems like the right time”

And yet you’d think that when we place cold calls side by side with warm referrals, it would be the cold call that would;

Feel weird

Make the conversation get weird

Make one feel like they’re begging for something

Feel like we’re catching something at the wrong time. I mean after all, you do know you’re interrupting them from doing something, right?

It’s Actually A Symptom Of A Bigger Challenge

There’s actually a technical term for this and it’s called

“Not dealing with sh*t that makes us feel uncomfortable”

How do we do that?

By avoiding it!

By kidding ourselves that the way we’re doing it is good enough.

Maybe even pretending that a blog post like this DIDN’T have our name on it :)

What Can YOU Do About It?

1) Nike was right . . .”Just Do It!” The only way to build muscle is by working the muscle.

2) Learn how to do it right!

This is exactly what we’re going to be talking about on April 6th during our referral webinar!

Specifically . . .

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

To cold call by default because you don’t have a referral strategy in place, is not only silly, but a surefire way to leave money on the table!

To learn more, and to reserve your spot, please click HERE!

Money on the table Facebook - Copy

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Image result for comeback

In this episode of The Sales Playbook Podcast, I share how I completely turned everything around, after a devastating personal failure.

And no, this ISN’T some motivational “Rah Rah” episode;

I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep.

This is an episode where you’re going to want to have a notebook handy because there are lots of ACTIONABLE tips for the taking!


Download this episode (right click and save)

How To EXPLODE Your Sales By Generating MORE Referrals

Most sales reps leave money on the table when it comes to asking for referrals!

They don’t have a strategy, a plan or even the balls to ask.

That’s why you might want to join us for our How To EXPLODE Your Sales By Generating MORE Referrals webinar.

It takes place on April 6th, at 11:30 am EST.

Here’s what you’ll gain by joining us;

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

To learn more, and to reserve your spot, please click HERE!

check it out

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Yes No

One of our readers sent the following question with regard to asking for referrals.

Hey Uncle Paul,

I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance.

Is it OK to keep asking the same client for referrals even when they never give you one?

Just to be clear, they aren’t refusing, they just don’t give me an answer (or a referral)

Would it be pushy to ask them again?

Monica

That’s a damn good question Monica!

I just want to make sure that you’re asking for referrals “face to face” and not just via an email.

I’m sure we’d all agree that’s its a little tougher to blow someone off when they’re sitting right in front of you.

As far as whether or not its pushy to ask more than once . . .

Unless they tell you “Hell no” I’d ask them again. In fact;

Even if they say “Hell YES” I’d still ask them again.

Why limit opportunities based on one answer (or in this case a non answer).

Next, phrase your request in such a way that it commands an answer.

Example: Preface the following question any way that you’d like and then ask;

Who do you know that could benefit from the level of service I’ve been providing you?

You could ask that question differently and make it about your product, company etc but making it personal, makes it harder to say “No”. And after all, YOU are the difference here, right?

At this point, you might get a “I’ll think about it and get back to you”.

That’s when you need to gently tighten the leash and say something like “I promise to give you a call (day and time) to brainstorm this with you”

Send them an email thank you for taking the time to meet with you. Note: I’m normally not a fan of email thank yous but if you’re going to be calling them back in a day or two, then email is the quickest.

Now at the end of that email, use the phrase “As promised, I will give you a call on (day and time) to brainstorm with you”

Send them a calendar invite.

Taking these steps sets the expectation and makes it harder for them to forget about you.

When you call them, say something like this, “I’m calling you, like I promised I would”. I found that saying that, changes the vibe of the call from “I need something from you” to “I’m keeping my promise” There are also psychological reasons behind that phrase that remind them that you’re a person who’s been keeping their promises to them during the entire relationship.

Now whether they follow through or not;

Feel free to ask them again.

Why?

Because repetition is critical in sales

Said another way;

People have so many distractions, and need to hear things multiple times, in order for it to resonate with them

There are a few keys to repetition;

  1. Don’t make it seem like repetition. Use your words and phrases to change the flavor of the message. The other way you can keep from sounding repetitious is to
  2. Vary the form of outreach. Let’s say you mention it face to face, next time it can be in an email, the time after that, you could put a generic “PS” in your email. “Loving the service I’ve been providing? Please reply back with a referral!” When you send a handwritten Thank You note for their business (please tell me you send these) ask for a referral.
  3. Don’t become a pain in the ass about it. Put some space in between requests. I always advise my coaching clients to “Think about the extremes and then find the middle ground” In other words, you have one extreme that would represent never asking them again. You have another extreme of asking them every few weeks. What would be a good “middle ground”? Every two months? Quarterly? Twice a year? That’s for you to decide.

I have a lot more to say about this and will be taking a much deeper dive into how you can get MORE referrals during our How To EXPLODE Your Sales By Generating MORE Referrals webinar.

It takes place on April 6th, at 11:30 am EST.

Here’s what you’ll gain by joining us;

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

Webinar replay (sent later that day)

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Much?

$99

register-now-nov-3

 

 

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