Tag Archives: Guest Authors

Joanne Black adds social networking links to her site

26 Aug

As many of you know, I’m a big fan of Joanne Black and her book, “No More Cold Calling” because so much of what she writes is the foundation on what Inquisix is built upon.   When Dave and I were first sharing the referral exchange idea that became Inquisix, we were introduced to Joanne by Philippe Lavie, sales trainer from Chicago.  Joanne and I talked a few times and then agreed to meet at the first Sales 2.0 conference in San Francisco.  I had a chance to pick up Joanne’s book and read it before meeting her in Chicago.  I felt like I was in college again because when I was done reading her book, it was filled with my yellow highlighting.  I’ve now met Joanne a few times while I’m in San Francisco and her advice on building a better Inquisix has proven invaluable.

NoMoreColdCalling

Joanne has now extended her website’s offerings to include a blog, Facebook page and Twitter account.  It’s now even easier to get her good advice.

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Where to start networking?

5 Dec

Everyone agrees that getting referrals to new prospects is so much better than cold calling down that long list that your company provided you. But how do you get started? John Jantsch of Duct Tape Marketing fame has put together a brief video primer on just this very topic. He focuses on

– defining your value proposition
– who you tell this to
– why you are asking for the referral

http://workbench.ducttapemarketing.com/kickapps/flash/premium_drop_v3.swf?b=1&widgetHost=workbench.ducttapemarketing.com&mediaType=VIDEO&mediaId=114181&as=10266

In principle I agree with how John suggests you get started even if it seems a bit pushy and low-tech. A vital part of any networking program is to ensure the people you want referrals from understand exactly what you do – ie your value proposition. Sure, your customers probably know that already but what about your friends, family and colleagues? Don’t bore them with a feature/benefit pitch – think of your elevator pitch that gets makes them chuckle and excited about telling other people about you. What do I tell people we do at Inquisix? “We’re matchmakers [pause] for salespeople!” Joanne Black, author of “No More Cold Calling” announces, “I’m the Referral Queen!”What do you tell people so they’re remember you?