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Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

Guess What? Money Does Grow on Trees!

1/21/2021

 
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By Cal Thomas, Sandler Training
​
Believe it or not, your parents were wrong. Money actually does grow on trees. That's one of the essential Sandler Selling Rules.  Skeptical? Don't be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.
​Think about how many referrals you received over the past, say, twelve months. Why did you get them? Were you being proactive? Were you utilizing a system for generating them? Did you make a point to ask clients to send referrals your way? Or did the typical referral come your way while you were in reactive mode, passively waiting for something good to occur?
 
As a professional salesperson, you may want to consider the possibility that you should be doing more when it comes to proactive referral generation, so you can grow your referral tree a lot faster. Make no mistake: there is a serious bottom-line advantage to maximizing your inflow of referrals. Our experience at Sandler is that closing a referral from a current client or a shared professional contact is roughly five times easier than closing a brand-new opportunity with whom you have no shared connection.
 
Your responsibility as a sales professional is to create a referral-generation process you can consciously execute on a regular basis. This process must create a steady stream of introductions from people who know what you and your organization do well-and who want people in their network to benefit from working with you.
 
Generating those introductions may require looking a little more closely at Linkedln, noticing who you are already connected to, and figuring out who they can connect you to. It may mean studying a current client's org chart to identify who you don't know but should, and then asking your contact at that company to arrange an introduction. There are lots of ways to grow your referral tree. The important thing is to do it consistently, as part of your personal behavioral plan (also known as a cookbook).
Referral generation is not an event. It's a process. We've worked with many, many salespeople who have brought in literally millions of dollars of sales revenue that is directly traceable to a proactive referral process, one that they consistently executed as part of their behavioral plan. At its simplest level, referral generation is a matter of keeping in touch with your "raving fans" -- and asking them who else in their world you should be meeting. Why in the world wouldn't you want to do that on an appropriate, regular basis? Why wouldn't you track the results? Why wouldn't you do whatever you could to improve the process over time?
 
Make a commitment to grow your referral tree. Consistently follow through on that commitment. And the money will come.
 
For over 25 years, Cal Thomas, Sandler Training, has been teaching, training and coaching professionals and business owners to improve both their business performance and their personal performance.  With C-level sales expertise spanning a broad range of industries and operational experience with Fortune 100 companies to sole proprietorship, he brings an exceptional breadth of understanding to help his clients excel in their sales roles.

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    Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

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MCCC+EDC
325 Columbia Turnpike
​​Suite 101
Florham Park, NJ 07932 
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Mission: The Morris County Chamber of Commerce collaboratively advances the interests of its members to champion a thriving business and community environment.
Vision: Creating member experiences that foster exceptional business success and quality of life.
  • About
    • Chamber Team
    • Our Mission
    • The President's Desk
    • Morris Business Cabinet
    • Board of Directors
    • What Members Are Saying >
      • Share a Testimonial
    • Frequently Asked Questions
    • Forums & Committees >
      • Committee Chair and Vice Chair Application
      • Ambassadors Council >
        • Ambassadors-Only Resources
      • Business Development Forum
      • Business Strategy & Tactics Forum
      • Environmental & Sustainability Forum
      • Government Affairs
      • Health & Wellness Forum
      • Hispanic Affairs Council
      • Human Resources Committee
      • Not For Profit Roundtable >
        • Nonprofit Donations
        • Not For Profit Conference Scholarship App
      • Real Estate Forum
      • Tech Talk Forum
      • Women in Business Program
      • Young Professionals Forum
    • Staff Forms - Internal Use Only
  • Why Join?
    • Join Our Chamber
    • Retail Restaurant Membership
    • Member Benefits
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • Grand Opening Support
    • Member Marketing Opportunities
    • Enhance Your Directory Listing
    • Member to Member Deals
    • Member Referral Bonus
    • Connect to Morris Job Bank
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • 100th Annual Meeting Program
    • Signature Events & Programs
    • 2021 NFP Nominations
    • Submit an Idea for an Event
  • Find A Member
    • Searchable Business Directory
    • Nonprofit Organizations
    • Professional Services >
      • Accounting, Auditing and Related Services
      • Advertising, Marketing and Related Services
      • Aerospace & Defense
      • Attorneys and Legal Services
      • Architectural, Engineering and Surveying Services
      • Banking and Financial Services
      • Business Consulting and Professional Services
    • Retail, Restaurants, & Service Providers >
      • Arts & Entertainment
      • Auto / Trucks
      • Catering & Food Products
      • Child Care & Day Care
      • Cleaning Services
      • Contractors
      • Decorating & Organizing Services
      • Environmental Services & Recycling
      • Event Planning
      • Farm & Agriculture
      • Fitness & Wellness
      • Health Care
      • Home & Garden
      • Hotels & Conference Centers
      • Moving & Storage
      • Personal Development & Coaching
      • Pet Care
      • Photography & Video Services
      • Restaurants & Bars
      • Retail Stores
      • Senior Care & Related Services
      • Shipping & Delivery
      • Travel & Leisure
    • Higher Education Partners
  • News & Info
    • Member Exchange Online Community
    • Chamber Magazines
    • Coronavirus News
    • Business Resources
    • News Around the Chamber >
      • Submit a Press Release
      • Submit a Neighbors Helping Neighbors Story
    • MCCC Blog >
      • Contribute to Our Blog
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  • Programs
    • Economic Development Corp.
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