Referral Magic
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This document provides guidance on obtaining and following up on referrals from prospects. It discusses: 1. Asking for referrals every time a prospect says they are not the right contact, either by phone or email. 2. Prioritizing who to ask for referrals based on their title, with a focus on executives. Referrals can come from the top-down or bottom-up. 3. How to execute on a referral by sending a short, personalized email within 4 minutes thanking them for the referral and reference, and requesting a meeting to discuss the opportunity.
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Referral Magic
- 2. Agenda 1. Why this is a big deal 2. How to get a referral 3. Executing on the referral a. The Referral Sequence b. How to handle the call
- 3. The Funnel Outbound Strategy Post-engagement Setting meeting and beyond
- 4. yes
- 5. Let’s talk about referrals FROM prospects!
- 6. This is a Big Deal
- 7. This generates a LOT of opportunities
- 8. WORKS WITH ALMOST EVERY INDUSTRY AND PERSONA
- 11. How to Get a Referral
- 12. ASK FOR A REFERRAL EVERY TIME YOU REALIZE YOU ARE TALKING TO THE WRONG PERSON
- 13. BUILD THIS INTO YOUR CURRENT WORKFLOW ASK FOR A REFERRAL EVERY TIME YOU REALIZE YOU ARE TALKING TO THE WRONG PERSON #1
- 14. Phone Call Whenever someone says. “Hey I’m not your person” Simply ask: “Who should I be reaching out to” [AWKWARD SILENCE UNTIL THEY RESPOND!]
- 15. You should get a referral MOST of the time
- 16. What if they actually are the right person?
- 17. What if they actually are the right person? “BANK” THE REFERRAL FIRST!
- 18. Email Same reply every time: “Thanks for your honest response. Who should I be reaching out to?”
- 19. REACH OUT TO PROSPECTS PROACTIVELY EXPERIMENT WITH BOTH TOP DOWN AND BOTTOM UP APPROACHES TO GETTING REFERRALS #2
- 22. 22 Prioritization by Title SDR AE OPS Marketing Training Misc. VP of Sales Development VP of Sales VP of Sales Operations VP of Marketing VP of Sales Enablement Owner Senior Director of Sales Development Director of Sales Director of Sales Operations Director of Marketing Director of Sales Training Co-founder Director of Business Development Sales Manager Director, Sales Operations Demand Generation Director, Sales Enablement CEO Inside Sales Manager RVP Sales Sales Engineering Manager Marketing Director Sales Enablement Manager Sr. Vice President SDR Team Lead Regional Director of Sales COO Marketing Manager Sales Training Manager Vice President Regional Director of Business Development Sr. Sales Manager Sales Operations Manager National Marketing Manager Sales Trainer Director of Strategy Business Development Manager Sales VP Business Operations Manager Content Strategist General Manager Business Development Director Territory Manager Sales Engineering Consultant VP of Innovation Business Development Rep Sales Director Data Operations VP of HR Senior AE Operations Analyst VP Customer Success AE CTO
- 23. REFERRALS FROM THE BOTTOM UP ARE SURPRISINGLY EFFECTIVE -SAM NELSON
- 24. Executing on the Referral
- 26. Getting most out of initial name drop
- 27. What is this magic referral sequence first email?
- 29. Reference initial referral again and why you need to meet
- 30. A referral is a workflow-stopping event. Reach out to referral and put in referral sequence within 4 minutes of receiving it -SAM NELSON
- 31. What do I say when I call?
- 32. Q&A
- 33. Happy Hunting!