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/
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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?
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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.
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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?-----
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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.
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www.SpeechCoachforExecutives.com
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Embrace Your Servant’s Heart: Jim Hardwick
Communicate in the Hybrid Workplace: Brenden Kumarasamy
Talk to the Media: Ed Barks
Overcome the Fear of Public Speaking: Natasha Bazilevych
Get Your Good News Story in the News: Malika Dudley
Capitalize on Your Uniqueness: Jamie Greenberg
What is Self Leadership: Andrew Bryant
Leverage Your Voice: Andrew Churchill
Prospecting on Linkedin that Works: Austin McCulloh
Discover Your Inner Theme: Fredrik Haren
Get the Marketing Fundamentals Right: Tim Fitzpatrick
Networking for Results: Michael Hughes
Conversations Worth Having: Jackie Stavros & Cheri Torres
Selling with Personality Intelligence: Benjamin Bressington
Content Repurposing: Sally Curtis
Find and Tell Your Origin Story: Robert Tighe
Leverage Linkedin to Get More Business: Daniel Alfon
How to Explain Your Complex Products and Services: Steve Lowell
Executive Team Building: Anne Thornley-Brown
The language of love, loss and compassion: Dr. Joseph Stern
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