Referral training
Our referral training is based on best-practices to help salespeople maximize the number of referrals by using a different questioning technique.
Referral selling is a skill
We teach you in this B2B sales training to whom to ask, when to ask and most importantly how to ask in order to receive more warm introductions - for more referral tips. Our referral selling training is based on a formula that works for an internal referral to get to the table faster with the "champion" or decision maker or a warm introduction through existing relationships to get into conversation with new prospects.
Referral mindset
Referral selling is a methodical approach to generating continuous leads by asking existing relationships for help. The mindset needed to do this effectively is based on a sense of equality.
The referral formula
The referral formula is based on the fact that you should only ask for a referral when the potential referrer is in a so-called "elevation" momentum. For example, research shows that the probability of someone wanting to do something for you is 31% higher when the person is in a positive mood.
The referral query technique
The moment you ask the referral question, it is important that the person in particular sees the value of your solution to that other relationship. We'll teach you how best to articulate this and let you experience for yourself why this works.
Frequently asked questions
Is referral selling only for salespeople?
Referral selling is valuable for any customer-facing professional to gain trust and make that ultimate ask. For salespeople, however, it directly helps them in achieving their goal of receiving good leads. Most importantly, however, remember that a good referral program starts in collaboration with marketing because it is not just about that ultimate lead, as there is much more to an ambassador. Consider quotes, reference stories and video interviews for creating valuable content.
What makes referral selling training different?
Lead generation is time-consuming. And the beauty of a referral is that you gain trust "instantly" because trust is passed on. The uniqueness of this training is that we let salespeople experience in a few hours that it works by applying this in a workshop form in various situations.
Is LinkedIn Navigator necessary?
LinkedIn Navigator is tremendously valuable when it comes to referrals. This is mainly due to the fact that you can reach a selection faster to start your referral approach. Some sample scenarios are available here.
How do you start a referral approach as a salesperson?
Referral marketing or selling is a methodical approach similar to a traditional way of lead generation. In the preliminary phase, you try to gain insight into your referrers and match the potential with your target accounts. Based on this, you determine your referral potential. Next, you determine your Go/No go.
The next step is to approach these referees and submit which people you would like to connect with their approval. Your referee will indicate what is possible and based on that, you can start outreach.
The final step is a clever way of outreach with the goal of initial intrigue. You do this by using only your referee's name in a LinkedIn message and then sending a video messaging message to share background information.
The final step is to call back to make the appointment.
Is referral marketing scalable?
Traditionally, referral marketing is difficult to scale because you don't have an infinite number of relationships. On the other hand, scaling has become easier with tools like LinkedIn Navigator, because the craft has decreased. The biggest misconception is that you can only ask for introductions once, and this is blind spot. As long as you continue to deliver value, you can ask indefinitely. However, make it as easy as possible for your contact to help you.