Podcast episode
Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
30 Minutes to President's Club4 Aug 202130 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Make your ask as specific as possible (person, company, etc.) when asking for referrals. * Film a video with your pitch for your contact to pass along to the referral. * Prep your reference with exact talking points and potential objections. * Display insights to establish credibility - don’t just ask questions. ====================== Scott’s Path to President’s Club: * Host of The Sales Success Stories Podcast * Account Director @ Relationship One (where he carries a $3M quota) * Creator of the Linkedin Sales Stars 100 list RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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into new opportunities and to set meetings is to get an introduction, so ask for those introductions. Beautiful. What's number two, Scott? The second one is when it comes to those introductions, you need to do the heavy lifting. Two things really easy on that idea. “One is know who you want to be introduced to.” Don't put all of that on them and have to think through their entire network. Come with an idea or two. Say, hey, I was looking at your network. What about Nick or Armand? Could you introduce me to them? Then when it comes to the introduction, do the work. Draft an intro for them.
introductions. Beautiful. What's number two, Scott? The second one is when it comes to those introductions, you need to do the heavy lifting. Two things really easy on that idea. One is know who you want to be introduced to. “Don't put all of that on them and have to think through their entire network.” Come with an idea or two. Say, hey, I was looking at your network. What about Nick or Armand? Could you introduce me to them? Then when it comes to the introduction, do the work. Draft an intro for them. You guys had a great tip about record the video for the person that you want to be introduced to and ask them to forward that to them.
introductions. Beautiful. What's number two, Scott? The second one is when it comes to those introductions, you need to do the heavy lifting. Two things really easy on that idea. One is know who you want to be introduced to. Don't put all of that on them and have to think through their entire network. “Come with an idea or two.” Say, hey, I was looking at your network. What about Nick or Armand? Could you introduce me to them? Then when it comes to the introduction, do the work. Draft an intro for them. You guys had a great tip about record the video for the person that you want to be introduced to and ask them to forward that to them.
One is know who you want to be introduced to. Don't put all of that on them and have to think through their entire network. Come with an idea or two. Say, hey, I was looking at your network. What about Nick or Armand? Could you introduce me to them? Then when it comes to the introduction, do the work. Draft an intro for them. “You guys had a great tip about record the video for the person that you want to be introduced” to and ask them to forward that to them. That's a great way to do it, but you have to do that work. Don't put it on them. Nice. What's number three, Scott? Round us out. The third one is maybe a little bit squishier, but I think we can make it real, is build your brand to support your credibility and value.
So Scott, oftentimes reps want to know, hey, I know I want referrals, but I don't want to ask at the wrong time. Should I be asking after a discovery call? Should I ask after the deal is signed? Should I ask when they gave us an NPS of 10? How do I actually bake this into my sales process? Yeah, I think don't overthink it. “There is no perfect time.” There's no wrong time, really. As you're building each of those call plans, it should just be an item on your plan, right? Hey, here's an opportunity for me to make that ask. The most important thing that you do is that you ask. That is the most common thing that people miss.
this stuff, right? Like, I just get off on being able to help folks and share this type of knowledge and this type of stuff and just being able to have these conversations. Are there people that you spend time with, kind of in your peer network, that are in kind of this same place that you think I might be able to help? And you can just leave it “at that, right? The more specific you're able to make that ask, the easier it is for them” to go, oh, yeah, I know the perfect person. Let me make that intro right now. And I think across the board, this needs to be the approach is, do you know, or how good is your relationship with this person? So ask that first. Understand where that relationship is for them. Because