Asking for Referrals Is Darn Personal: December Referral Selling Insights

Here’s what you might have missed this month from No More Cold Calling.
It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a referral culture?”
I suppose this is the work I’ve always been doing, but I was reticent to use the term “culture.” I thought clients would view culture change as a long, complex, drawn-out, and expensive task. Sure, it can be. But salespeople who are early-adopters and agree to be accountable for results blow past their numbers.
The definition of culture I’ve adopted is, “Culture is what people do when no one is looking.” That says it all, and that’s the goal of a referral culture. Referrals become the way we work, not because we’re told to, but because