Episode 186 (repeat of #21) Joanne is based in California
In this conversation with Joanne Black we explore:
About our guest Joanne Black:
Joanne is considered to be America's leading authority on referral selling. She is the author of "Pick Up the Damn Phone" and "No More Cold Calling:.
Visit her website https://www.nomorecoldcalling.com/
-----
Excerpts from this conversation with Joanne Black:
Are you asking every one of your clients for referrals?-----
I added a question on the last round. Would you be willing to be a referral to this company?
-----
Everybody loves referrals, and we just love receiving them. But it's not an outbound proactive, intentional approach. And so what I did is, I said, What do I need to do to close that gap? And make referrals? Not only common sense, but common practice?
And, would you and I developed a very straightforward system to make it happen, because I'm a salesperson. I don't like complicated. So it's simple. It's not easy, because if it were, everyone would be doing it. And referrals are our biggest competitive differentiator, because when we're introduced, we get in, we get in early, we have time to build relationships and make connections. We get the inside track and we hear things no one else does.
That's the power of referral selling.
-----
And therefore a better way to ask the question would be, who are one or two people you know, I should meet? Or who are one or two people in your network? You can introduce me to?-----
----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.
Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
Intuition, the secret backdoor communication channel: Sunil Godse
I dare you, Make me Laugh: June Cline
What Message are You Telling Yourself? Terry Tucker
All staff can be marketers: Laura Templeton
How to Identify and Influence Company Culture : Michael Grochmal
Does your customer service truly serve the customer? Zak Garside
How to Score High Ticket Sales: Craig Andrews
Is your content marketing working for you? Hannah Acosta
Weed Words: You Guys
What’s your point and how to convey it: Joel Schwartzberg
Make Messages Stick with Brain Glue: James I. Bond
Weed Words: Living under a rock
Selling has changed. Have you adapted? Jim Pancero
Weed Words: Very
Harness the Power of the Pause when Speaking
Weed Words: Thanks for having me
The Battle Between Sales & Marketing: Gary Garth
Weed Words: A bunch
How the Workday Warrior Gets More Done: Ann Gomez
Weed Words: In my humble opinion
Create your
podcast in
minutes
It is Free
LifeBlood
The Minimal Mom
Science of Reading: The Podcast
Old Fashioned On Purpose
追夢媽咪