Sales Tip 1838: Introduction Impact - Turning Referrals into Results - Meshell Baker

“By focusing on being clear, being curious and being collaborative, you’re setting the stage for a productive relationship that benefits everyone involved.” – Meshell Baker in today’s Tip 1838

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:

Meshell Baker: Hello. I’m curious. Have you ever felt the pressure of making a great first impression on a referral call? You know, because the stakes are already high. Someone already trusts you enough to recommend you, and now it’s your turn to prove them right. Today, I’ll be sharing exactly how to start a referral call with ease, confidence and genuine connection. Why? Because referrals are powerful. They come with the level of trust that cold calls will never have. You know, we all know the power of the klt.

People we know like and trust and who know like and trust us. In fact, a recent study by Nielsen found that 92% of people trust referrals from people they know, making referrals one of the most effective methods for client acquisition. But here’s the catch. If you don’t handle the call well, that trust can fade fast. So let’s talk about how to turn referrals into results with three takeaways and one immediately implementable technique. Number one, clarity. Communicate your purpose with precision. Start with clarity about why you’re calling and the value you bring.

You see people appreciate directness. Don’t dance around the reason for the call. Introduce yourself clearly. Mention who referred you. For example, hi, my name is Meshell. I’m reaching out because Scott Ingram thought we’d have a great fit to connect, especially about your team. Be clear and simple. It builds immediate trust. Two, curiosity cultivates meaningful dialogue. Referrals aren’t just a shortcut to a guaranteed sale. They are an invitation to explore. If there’s a fit, show curiosity about their needs before jumping into the solution. Open the door with questions like what is the one challenge you are currently facing with your team? Or how are things going with your team? This sets a collaborative tone and shows you’re genuinely invested in solving their problem, not just there to make a sale. Number three, Collaborative and co creative solutions that align. Think of yourself as a trusted advisor, not just a salesperson.

You see, collaboration means discussing how you can work together to achieve their goals. Say something like based on what you shared, it sounds like like we might have something or a solution that aligns well with your needs. Would it make sense for us to explore this a bit more? You see, this creates a feeling of partnership and assures them that you’re both in it together. So I want to share with you some data to back up what I’m talking about. According to HubSpot study, 84% of sales people who focus on developing relationships over hard selling consistently hit their targets. This is where referrals excel. You’re not just a voice on the other end of the phone. Your connection now here’s a quick step that you can put into action today.

Before your next Referral call, take one minute to do the following 1 jot down who referred you, 2 the purpose of your call and 3 one insightful question that you will ask them. So I’ve included that short script in the show notes as a guide. The small preparation not only builds your confidence, it also signals the referral that you respect their time. Always remember, a referral call is already halfway to the trust ladder. By focusing on being clear, being curious and being collaborative, you’re setting the stage for a productive relationship that that benefits everyone involved. Think Win Win. So the next time you make a referral call, bring that confidence and connect with purpose. In the words of a quote by Marie Forleo, a best selling author, entrepreneur and the creator of MarieTV, success does not come from what you do occasionally, it comes from what you do consistently. Have a great day selling!

Scott Ingram: For links to connect with Meshell, who I know, like and trust, just click over to DailySales.Tips/1838. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!