Proactive Referrals Jump Start Selling Better than Anything

“4.2X more likely to get an appointment with a B2B decision maker if you have a common acquaintance.” (Hubspot)
"Referrals...report a 69% faster close time.” (Neilson)
“Most have 10 to 30 percent close rates. Referrals usually close higher at 50 to 70 percent.” (Hubspot)

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Three Goals for Thriving

​Our advanced method creates endless referrals. We lift the reason to reconnect and comfortably revive relationships. Your contacts become willing references that give referrals on the spot:
1. What if 1000s of contacts became references for you and offered two referrals instantly?
2. What if referrals met with you face-face four times as often and scheduled two-thirds sooner?
3. What if your agreements closed at twice the rate and led new clients to be references now?

Steps to Create Bold Encounters that Generate Referral Sales

We coach you through a 30-minute plan for success. Then we meet weekly for just 15-30 minutes to execute each step. Within weeks your appointments with ideal prospects begin lining up to fit on your calendar. Overall, we take three steps to succeed:

1. We quickly prepare two assets to help you contact potential references in an easy, rewarding way. This strengthens, not hurts, relationships, so quantities of references swell and ideal referrals come instantly.

2. We call referrals to meet live with an attractive, genuine purpose and our references' endorsements. Scheduling ideal referrals like this has such a high rate of success, most clients quickly quit cold calling.

3. Your first meetings with referrals carry a purpose greater than selling. First meetings build friendships, aid information discovery, and end in a chance to schedule a rough proposal. Better starts speed selling.

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

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Example Results

Let's track three successes each period. First, gain references. Second, meet with referrals. Third, come to agreements:

Who Should Participate

Coaching for individuals is obvious. But groups broaden success. "Business outreach predicts leader success (not just sellers) better than management skills." (Glauser, Purdue)

• Leaders, sellers, marketers, or support
• Cross-functional teams and leaders
• 1 to 300 in groups (more for keynotes)
• Revenue leaders from any industry
• Business development and advisors

What Participants Gain

Strategic selling should mean understanding prospects' strategies. Bring joy to people's work lives and secure their livelihoods for families. Oh, and gain agreements with 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 again. Thrive!" (Cook)

Prospect Buying Stages

We also offer insights on B2B-buyer perspectives:

1. Learning so we attract live discoveries.
2. Epiphany so we envision with contacts.
3. Benchmarks so we connect.
4. Requirements so we differentiate.
5. Selection so we orchestrate a mission.
6. Growth so we gain references.
7. Case so we prepare contacts.
8. Consensus so we socialize the vision.

​Seller Examples

Proactive referral efforts create results of all kinds in business:

1. Financial advisor gets first meetings.
2. CEO rethinks transformation as goal.
3. Advisor wins with support from reference.
4. Broker gets true differentiators in RFP.
5. HSA VP directs broadway-worthy wins.
6. Banker meets referrals with clients.
7. VP preempts "me-too" with a mission.
8. Rep surrounds contact with social support.​

Pick a date and a venue and the rest is straightforward!

We speak, workshop, and coach. Let's talk if you have questions. Marketing technology creates results but not like referrals. Trust is still far more efficient at attracting a first, live meeting than programs that assume live meetings are easy to gain.