“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)
"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)
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:
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.
"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
"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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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.
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Strategic selling requires understanding prospects deeply. Bring joy and security to people's work and lives, plus increase agreements with referral revenue:
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Meet B2B buying needs:
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Proactive referrals create results:
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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.
PROACTIVE REFERRALS
