Windfall Partners, Mark S. Cook
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PROACTIVE  REFERRALS 

PROACTIVE REFERRALS

The Best ROI in Sales

The Best Investment in Sales

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“4.2X more likely to get an appointment with a B2B decision maker if you have a common acquaintance.” (Hubspot)
"Referrals...69% faster close.” (Nielson)
“Most have 10 to 30 percent close rates. Referrals usually close higher at 50 to 70 percent.” (Hubspot)
​“Contact your inner then outer circle to 
increase profitable results 3.4X.” (Cook, Great Work)

Gain Endless Referrals

Gain Endless Referrals

We start with a 30-minute plan for success. Then we meet weekly for just 15-30 minutes to begin execution each week. What starts as an hour becomes your favorite way to sell as your calendar fills with new prospects. We'll proceed through three areas:
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1. Contacts: You draw out priority references from your contacts in an easy way. Your first step has an important, "non-salesy" purpose (strengthening relationships, not hurting them), so your reference pool grows and clarifies.
2. References: You ask references about a pre-selected referral in the simplest way for them. Your non-selling purpose makes asking anyone comfortable. Your high rate of gaining referrals leads to the end of cold calling. Proactive referrals win handily.
3. Referrals: You present only target acquaintances to references, so all referrals are ideal. Calls to referrals carry trust and a purpose greater than selling, so both of you are comfortable, meetings hold, and discovery deepens.
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Example Results

Example Results

​"My referrals are lining up for prospect meetings like planes in line to land." -Dallin Frampton, Broker
​"The first day I used Mark's steps was the most productive day in my career!" -Shayla Hubbard, Head of Commercial
​"​I value every word from Mark. Feel energized...Engage him asap!" -Phil Meeks, VP Commercial

Example metrics: Let's track three successes each period: 1. References targeted, 2. References gained. 3. Live referral meetings.
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Who Should Participate?

Who Should Participate?

Weekly huddles are basic. Group huddles broaden success. "Business outreach even predicts leader success (not just sellers) better than management skills" in Sales, Marketing, and support.
  • Every team and leader
  • One to unlimited numbers
  • Revenue leaders
  • Non-revenue leaders
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What Participants Gain?

What Participants Gain?

Strategic selling requires understanding prospects deeply. Bring joy and security to people's work and lives, plus increase agreements with referral revenue:
  • “First...to reach decision makers and set the buying vision has an average close rate of 74%.” (Forrester)
  • "Where would you put your time and energy? ...relationships keep us happier." (Harvard study)
  • "Never cold call or market alone. Thrive!" (Cook)
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Buying Stage Selling

Buying Stage Selling

Meet B2B buying needs:
  1. Learning: attract meetings.
  2. Epiphany: shift motivation.
  3. Benchmark: lead then win.
  4. Requirements: differentiate.
  5. Selection: beat finalists.
  6. Growth: gains references.
  7. Case: offer social evidence.
  8. Consensus: broaden wins.
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Seller Examples

Seller Examples

Proactive referrals create results:
  1. Financiers get first meetings.
  2. CEOs rethink transformation.
  3. Advisors increase references.
  4. Brokers gain differentiation.
  5. HSA VP directs finalist wins.
  6. Banker meets new referrals.
  7. VP preempts "me-too" view.
  8. Rep creates social support.​
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Click to Select a Date

Click to Select a Date

We speak, workshop, and coach. Let's talk if you have questions. Marketing technologies can create leads, but no leads beat proactive referrals. Social trust is far more efficient at gaining a first, live meeting with an ideal contact. So let's start asap.
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PROACTIVE REFERRALS

topics

Leaders
Sellers
Problem Solving

address

2244 Dallin St.
SLC, UT 84109​
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CONTACT

Let's Talk (calendar)
801-652-3393
​[email protected]
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© COPYRIGHT 2020. ALL RIGHTS RESERVED.
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