Today's show is all about referrals, how to get them and what you’re probably doing wrong.

It’s a tough market right now, and it’s the perfect time to examine your referral strategies to drive new business conversations.

Today’s techniques work equally well if you’re an Entrepreneur, an AE or an SDR.

We all know the numbers around referrals.

• A small percentage of sellers ask for referrals
• A large percentage of buyers are prepared to give them

So why don't we get more referrals?

2 Reasons

1. Ask at the wrong time or ask incorrectly.
2. If we are not asking, it is because we don’t know how.

In this episode, you'll learn 3 easy ways to start asking for referrals like a seasoned sales professional.

Catch all versions of me here.

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Jay Jensen isn't the CEO of Sales Inc, nor has he written an best selling sales book.
Even though his profile says that he has.

Jay is his own man in his own way and there's a great lesson in here for everyone.
I hope you get a big belly laugh from listening to Jay.

You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural.

He is simply a one-of-a-kind guy.

We cover all aspects of sales and social on this one – lots of great takeaways and there are too many to single out just one.

The big takeaway for me and, I hope for many of you, is that you can often just forge your own path. If you're being true to yourself, you have a message people will appreciate and will respond to.

There are so many ways to make social selling work for you. Jay shows us another way we've not explored before.

Enjoy a laugh with Jay.

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Most sales emails make the same 5 mistakes.

This is a more visual episode than usual.
Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24

In this short 'tear down' I take a good email and make it rock.

Common mistakes are.

📈 All about you
📈 Too long
📈 False compliments
📈 External links
📈 A CTA that asks for too much

What do you think? Is the email better after my re-write or was it better before?

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In this short episode, you’ll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance.
For example, from a prospect, client, or even a colleague.

How did she prove that?
What was the magic word?
How much of a difference did it actually make?

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https://linktr.ee/markmcinnes
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Here's the shortest course on sales.
I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago.

Whenever you’re crafting a pitch or a conversation, you should use this framework

1: Why should they do anything at all?

2: Why should they do it now?

3: Why should they do it with you?

Most sellers do it the other way around.
Give it a try and let me know what you think.

Catch all versions of me here.

https://linktr.ee/markmcinnes
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Would your prospect be surprised that they were listed as an Opportunity in your CRM?

Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion.

Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close.

The big thing to think of here is INTENT versus INTEREST.

Are the people you’re talking to have any INTENTION to buy or are they INTERESTED?

I might be INTERESTED in your fancy new Software but I might not have any INTENTION to make a purchase.

And there is a really big disconnect and some confusion here from many sellers.

What happens on the sales side is if we carry out a demo with a prospect. That prospect says, “this is better than what I’m using now” and they say they are using a competitor… typically the salesperson places that prospect as an opportunity into their CRM.

In 45days time that salesperson will complain that that prospect is ghosting them.

This is not true.

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https://linktr.ee/markmcinnes
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People are twice as likely to say yes to your request than you think.

According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022.

He is a keynote speaker and Chief Revenue Officer.
He has spoken all over the USA, including at events as prestigious as Dreamforce.

In this episode, Bob talks to us about simplifying our approach to sales. He says we often make sales too complex.

Some of the stats he shares to support his point of view is that we now consume an average of 74Gigabytes of information every single day - that's the equivalent of 16 full-length movies.

And our attention spans have reduced from 12 seconds to just 8 seconds.

So, how we sell and how we communicate needs to adjust to meet the new reality.

Catch all versions of me here.

https://linktr.ee/markmcinnes
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Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting?

That really sucks.

Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show rate of only 8%

In this short episode, I'll also share how I 'no-showed' my own podcast guest due to them making the same mistakes we tell our clients not to make.

Here's our take.
1: Accept the invite immediately.
2: Send a personalised email.
3: SMS or LinkedIn connect/ message.
4: Email 24 hours before the meeting.

Works a treat.
What's your approach?

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
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Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting