Partners in Performance Blog

Referral Tips: How to Ask a Client for a Great Lead

Generate-LeadsThis is the third post in a series on referral marketing. In our first post, 3 Reasons You’re Not Using Referral Marketing for New Leads, we explored how our mindset gets in our own way. We then focused on when to ask a client for a referral and the importance of specificity. In this post we’ll look at how to ask a client for a referral, so that it actually turns into a great sales lead.

Early in my career, I used to marvel at ‘Susie’ who was consistently the top sales … Read More

Ask for a Referral from Your Client: Have Good Timing & Be Specific

Referrals-WelcomeWhen is the best time to ask for a referral?

When you have delivered value and have demonstrated your abilities to impact behaviours and results, then you have earned the right to ask your client for a referral.

This can happen any time during a client engagement:

When you’ve delivered a great idea When you’ve had a great consulting session When they express appreciation for your work Most certainly the end of a successful project is a natural moment to ask

You would never forget to send a client the invoice for … Read More

3 Reasons You’re Not Using Referral Marketing for New Leads

how to get referralsThe most streamlined source of new business is to develop opportunities with existing clients, including asking them for referrals.

Event marketing, email marketing, research marketing, social media marketing are all excellent strategies for getting new leads for sales. But by far, one of the most under-utilized source of new business: referral marketing.

According to a study titled “Referral Programs and Customer Value” (published January 2011 issue of the American Marketing Association’s Journal of Marketing), customer referral programs are indeed a financially attractive way for firms to acquire new customers.

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What the Ice Storm Taught Me about Sales Preparation

Preparing for Sales What do sales preparation and preparing for the next big winter storm have in common?

More than you might think, as I have learned!

If you live in Toronto and the surrounding areas, you experienced the wrath of the ice storm during the frigid Christmas holiday season. It was devastating and everyone had their stories.

We live in the country about one hour outside of Toronto and our power was out for 6 days and five nights. We had no heat, … Read More

The Selling Mindset: How One Man Changed My Sales Career Forever

Change your mindsetIn my last blog post, I told you the story of my early selling days when I struggled for six months to make a significant sale. I had plenty of sales contacts, but not enough results.

And with 100% commission, you know that’s not good! I guess I must have been at a turning point. I decided to pick up the phone and go right to the top of my best prospects. I called Al Kupcis, then CEO of Ontario Hydro.

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The Selling Mindset: What one man taught me and how it changed my life…

selling mindset

Every once in a while something happens that changes your life forever. Here’s what one man taught me that formed my selling mindset. I learned that the right selling mindset is the fastest way to produce sales results.

In the early 90’s, Al Kupcis was President and CEO of what was then Ontario Hydro. He led the company through an intense period of deregulation and massive change including downsizing, reorganization and restructuring. Al Kupcis has no idea how much my one meeting with him changed my mindset about … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But there … Read More

What Are the Steps in Your Sales Cycle?

If you don’t know the answer to this question, it’s costing you sales. I challenge you to address it. You should be able to list your sales cycle steps on one sheet of paper.

In a recent blog post, I wrote about the importance of mapping out the specific steps in your sales cycle. Even though every situation is different, it makes good sense to have a proactive, intentional approach to guide opportunities forward to a successful conclusion. People rarely do this. Why is that?

Everyone “gets” the importance of mapping … Read More