Are you looking for new sales and new customers for your printing business? Are you finding it difficult to get in to see new prospects and meet with decision makers? In this video presentation you will learn how to get a steady stream of new sales opportunities with no cold calling… and no ‘smiling and dialling’ sessions on the phone
I’ve used this same strategy across multiple industries and it works every time. We currently have print clients using it across 15 different countries. It’s surprisingly easy to learn and equally easy to implement. I’ve laid it out step-by-step for you.
All you need to do is click the link and watch the video. I kept it short so you only get the meat and potatoes… with none of the fluff.
{ 224 comments… read them below or add one }
great advice on maximising the power of an initial contact
I have used a generic system with very limited results
I particularly liked the examples you gave as you described the 5 areas to look for referrals. It helps me visualize the instructions.
I have used a system essentially like what you've described as part of my marketing effort for nearly 30 years. The result of my overall method has been that I have more than enough prospects to call on between managing the active clients I serve.
Great message. The part about referrals that get's missed is being specific and how you ask.
I liked the bit about asking people if they were 'open' to referring you to a contact
GREAT INFO!!
come to a matter of just asking for them .. i even ask for them in a letter when i do not do business with someone that i have persued over a period of time unsuccessfully
the video was helpful and will be an excellent sales incentive.
Cant see the actual video, but can here the audio. All sound great and Im happy and eager to learn more?
Great info on "how to start" for sales. We have some new staff in our team and we know "cold calling is time consuming and provides a small return. This gives them the tools they need to get out there!
Video Comment: I can say that my referral plan is the same as yours, I use to ask for them, rarely got them so I quit asking. Your new plan sounds like it will work so I am going to try it! Thanks
An excellent reminder that new business can be as close as your existing business. Expanding your current base is usually much easier than hunting "new" clients.
Hi Nick
Excellent information.
I have been selling capital equipment and usually only use the referral system after the sale if customer will allow this.
I will be interested in further sales info for the printing industry as I am looking to get into print sales in the near future.
Thank you.
Gavin
This is very good. I am going to contact you for more info. I am going to refer you to a lot of my friends.
We don't currently use a referral program, but this video has given me some ideas that will help us implement one.
The video didnt suggest any new strategies for me, but it is a fantastic tool for reinforcement. Well done!
COJO was built throught referals & word of mouth. Referals were not actively sought they came as a result of the delivery of a high level of service. As the business moves into it's next phase of growth much can be gain by implementing a process of actively seeking referals.
printing in a small town so don't have separate company departments to deal with. Have to consider how this applies between businesses
my one go to is always before I leave for the day I make one more call
It is very useful, I think we can try to do it.
Excellent video ... I need more info now thanks - Im just starting out in Printing as we speak ... I have set up my own Leaflet Distribution Business over a year ago and am increasingly being asked by clients if we print too - any hints and tips would be appreciated many thanks
I know that 80% of new business comes through referals, but is there a differance between spontanious and intentional referals. Our strategy is to look for opportunities to rise above and beyond the call of duty with our customers to give them surprising service, which results in them talking about us for a few days.
It works, use it on a regular basis, it is more productive than cold canvassing.
I have not used the referral technique before but the most relevant information for me in this video was to add value to the person or the business you are going to be introduced with
it is good, it's something that we have done before, but we have never done it systematically.tks
interesting to learn
Fantastic
Video Comment
I am not in the print business but your video was very interesting nevertheless. I learnt the specific phrases/words "I am curious" and "would you be open to ..." - I think these are spot on and I will try them. Thanks.
Enjoyed the video, found it insightful. As with most successful sales strategies it is simple to implement - do the basics well. We have tried a referral system in the past which was time consuming and ultimately failed to the same extent as yourself - we stopped trying. We printed personalised cards for every client, for example 'Smith Florists would like you to enjoy the same quality, service and advice that they receive from LPC design + print. Give Scott a phone now and mention our name to make sure he gives you a 10% discount on your first order'. That is not the exact wording, something like that, but we didn't get the response we had hoped for. Your video has given me good reason to believe that I now know the reason. People like direction, exact direction. If somebody in the street wants to find the train station surely the best service I could give is to let them jump into the car and take them their. That would create the ultimate success. They don't have to think, remember, question. They just have to do.
I look forward to the next video.
Regards
Scott McGregor
Liked the video presentation, I have tried the referral system, well sometimes it works, like meeting the person, sometimes the person says he is busy, then it all stops what should i do in that case?
I like the meat and potato part would like to see the gravy
never used this system as a main stratergy
Sub con. we know everything in the video but as with most things its bringing it out to use. Things are very simple once told, but self realisation is the difficult bit along with the implementation of a system. Kind regards G
Great and simple! A never used a sistem before - just random recomandation. The most useful ideea is to be very specific on your request. I'll let you know how it works later next week.
Thanks,
Silviu
Looks interesting and puts certain procedures which are carried out automatically into perspective.
Very useful
Video Comment
Do the research and knowing who it is that you want the referral to before you do anything else
Quite informative,some novel ideas and I will try the referral scheme.
Good information about reseraching specifics and only then organising the referral search meeting
I have not used any structured method of referral and found your suggestions beneficial.
We in sales no all this but tend to foreget it when looking for new business. Nice to hear a structured approach to gaining new contacts.
Great keep it up.
I sell large and expensive machinery and need help obtaining leads and sales
not used this system of referrals, current clients tend to suggest people i should be speaking to, but i can see value in it and would be happy to try it
Lots of usefull suggestions
Nick, it will be interesting seeing the results
I have used referral methods before but they were quite generic as stated at the start of the video and led to a hit and miss success. I have picked up today to be more specific, research your existing client and revisit to try and estbalish new more specific referrals. Although I am not in the printing industry, this technique can be applied across all sales pitches.
Very good video - however, I am new to print sales and finding it hard just to open doors let alone referals. Yes I agree you need to offer value but certain companies cannot add much value when your a print broker. Apart from the usual tradables .... Price, knowledge and time savings. I will look to use this information in the future.
I got some business recently from referral. However, I have not focused on a specific area when asking for them. Your filing cabinet analogy is good.
A well structured video and has helped me to understand and challange myself on how I am currently engaging clients for new business
Very nice video presentation. I like your referal concept and the ease of performing according to your suggestions.
I deal with small biz owners mostly so not sure how to use info just now
Great content!
Fantastic
Importance of defining the contact you wish the introduction to target
Referrals have worked for me before. I will however now include the new angle of more research to seeking and securing more business. Thanks for the tips Nick!
Video Comment Recognising the importance of having a system to find new sales. I like the simple 4 steps FIND, WIN, KEEP, GROW. Thankyou.
I have had experience with referrals before, i ran a family printing business among which we also had 4 hardware busineses which my brother ran, he always gave me referrals to his suppliers by asking them if they would talk to me about their printing which I or my sales person contacted them and we did quite a lot of printing that way.
The most important things was the method the research and the words. Nice one!
Hi Nick:
I had a major account that was located in the UK. When wall street crashed, I lost the account they closed the US location. I am 62 years old out of work and trying to sell printing out of my home. I don't have enogh customers to get referrals. Because my book of business is gone no printing companies will hire me. I am looking for any suggestions you can give me. I have a BS degree in Printing. I don't want to retire but I may have no choice.
the most interesting part is categorizing the referrals i need to approach before requesting someone to help out
I have not used this approach at all but will report back to you what new things I learned. Thanks Tony Anello
The filing cabinet approach makes sense and takes the mystery out of getting referals>
Sometimes i feel that pushing for referals........is the MLM approach......which a turn off for me.
will try this you gave some more ways of asking customer on how set up a interduction
I have been in Sales and Printing for over 22 years. I sell a very specific printing product. Postcards for Realtors that I call "Keep'em Cards" because they contain information based upon the local market for the Realtor. To get referrals from clients I have always offered them a free mailing of 200 "Just Listed or Just Sold" Postcards for any one of their properties. This is only if the referral signs up for our Monthly Prospecting Program just like the Realtor that I am working with has just done. This I find has two advantages. One, I get the referral and usually make the sale, two ... I expose the existing client to a new product. I usually end up selling them "Just Listed or Just Sold" postcards each month. This sometimes adds up to more business than the original order on a yearly basis.
I just wanted you to know that I really enjoyed your presentation and look forward to listening to more in the future. I can always learn more!
As always, Nick applies tried and true methods to our industry. Much appreciated
Hi-
Thanks for the useful video. I watched it while dressing for work this morning. I find it useful because it is presented so simply and the action steps are realistic and doable. I will try it. Thanks again!
Good Content its just like targeted marketing , you outlined the pitfalls & what to do well explained. I will certainly use these moving forward. Thanks
Passed referral has been existing clients - as your initial scenario. Liked the file example and will work on three to four existing clients that fit your examples.
Thank you, RHM
Dear Sir
Thank you for the video the info is very usefull, in using the filing cabinet format. I'll be putting in to in use by trying it myself in our company and post you how it has worked in due time. Thank you
Regards
jesse Savani
Referral strategies are excellent to build. Your points were right on.
good ideas
fanstatic
good video.
understand the concept, however not much good to me as my market is much smaller businesses, self employed, one man bands etc. so this concept doesn't apply?
i was looking for that long time ago , i like to see and learn more
Really impressed. What I liked most was the whole concept of a structured plan and approach
i have been using these techinics in my business
it has rewarded me
Its really Instant and its usefull to grow the business.
Video Comment, I have never use any referral system , like what i listen to, but i think its amazing especially, the referral and meetings, am going to apply it,
sounds interesting and also something I feel has a great potential in my line of work
Excellent-thats what prompted me to ask for the resources!
it's Nice & Best Video...
I have done some of this kind of thing in the past, but my business model has changed over the last couple of years and I'm now looking for new opportunities to use something like this again.
The Video really serves the purpose
this vedio is perfect for a new salesmen
The video is quite educative. One problem I have with referal in my country Nigeria is that people will want to get paid before they do referal for you.
The message is the best solution to make progress in business world.I'm highly touched with the message.Thanks.
Always good to see some structure to a process that is generally used
I like it ,its very necessary for sels people
Never used the system before but the analogy was very good and easy to implement. I will make a list of people i and try to research their organizations to start with. Thanks Nick
I haven't tried the referral strategy in quite such a structured way before. But I have some ideas about where I might try it.
never thought about the simpe idea of asking for a specific introduction.
good reminder of what we should be doing
I have used this strategy before, but it is not very useful in our market, we have meny very small clients or marketing agencies and designers which doesn't react very well on this type of requests
The 5 "Specific Files" is a new and useful idea for me.
Good video, gives the paln and how to execute it simply.
Hi Nick, I am a member of a morning network group and after watching your video realise i am asking the wrong questions... exactly like you say in the Video... will give your system a whirl and see how I get on...
Very interresting. I appreciate the description of the proper approach,
Referrals have always been difficult for me. This was some great suggestions to improve the referral effort. Especially the idea for selecting the person you want to meet rather than the customer come up with the name.
Hi Nick, common sence but unfortunately "common sence isn't very common". I use this at every opportunity with success.
Thanks & regards, Rod
I manage a team of sales staff some are successful with referrals other are not, the successful are always able to understand what it is they are doing that makes them so, I think this provides some insight into what they are doing unconsiously to successfully leverage referrals.
Useful information.
Hi Nick, I am Advisor in the die cutting and die making industry. Part of my job is to motivate worldwide sales people (distributors of consumables for the printing and packaging industry). In most of the cases I feel that salesman avoid to get new contacts when over about 3 years working for the same company with the same products. I also noticed that salesman refuse to visit "strong" customers (those who knows more than the salesman) and because of that they don´t push products, if they do not know exactly the right application...curiosly this happened in Japan, as well as in Mexico or Russia or Germany. Your video is very good but to short to give a really report. I believe it is necessary to teach also how to create new ideas, how to develop tools for actions and indeed, how to act...BR
It certainly is very informative!
I have used a form of referral system but not asking the question in the way that you suggested.
please send for information about your company.
Interesting, I will be trying this out !
Nice!
Video Comment i'm not in sales but the video made a whole lot of sense to me and would definaterly work. I will be sharing this message with our company sales staff and directors, as this is great networking as we say. cheers and do not stop sending.
Have never come across the referal system before, but it makes sense.
This is good, let me try this at the sales cycle and I will bet back to you surely.
Sceptical of how good your video would be, aren't we all, but found it most illuminating - the typical referral system you describe is of course familiar for the very reasons you state - it doesn't work - so well done, love your strategy - in fact might be able to help each other as produce technical material for printers and some form of hook up might be mutually beneficial. Regards A
Very informative
interested to sale printing as i am a printer
Enjoyable video thank you. Very informative. I am new to this organised method although I have practised this for many years in a totally informal and often very random manner!!! It has made me think that I maybe able to formalise this, my problem is that most of my customers are small independent retailers who are not in networks. We do however utilise the buying groups.
The video was very clear precise and just the right length to absorb between appointments.
Regards
Martin Eaglen
Hi, I liked your video in its clear to understand presentation , in terms of referals triangle has always managed to obtain referals but not by asking for them but in the whole Just by providing a good service , although saying that I thought the filing cabinet senario acted an "easy reminder"for when you are out and about , I also think (in my oppion) that you should only ask for a referal with someone you have clearly provided a good level of service to already.(common sense I guess)
Jeremy
Have used the system but sometimes have found after the sales pitch, the final decision is made by someone on a higer level who has no clue on the job and is only looking at the end figures or how much they will save.
We are a new company just trying to get a foot in the marketplace and I feel this video gives me great insight into how I build my client base. I intend to implement the steps you have suggested when dealing with my clients to make new contacts within the new departments and sister companies.
Very insightful - I've just started a new job and am working a similar system looking for qualified referrals through existing business. I'm having success through a number of clients, but this really gives me an overview of a more refined and focussed system to work with!
I have used breakfast club referals .OK when you first join if club is new,older clubs are just clubs
Excellent. I have never used a system because of lack of knowledge. This is clear and non salesy. Thank you
It was good, The good one was the refarals which we need to ask from the leads we know.
Very useful, i have inherited a sales team and added some new guys - this will help shift some focus - i intend to play the video to them. As a summary, it is a simple easy to follow technique. I guess one of my key issues is that we offer a wide variety of products and it is where we focus our attention when prospecting. Thanks for the info - Regards Colin
can it work without face 2 face meetings?
Interesting, Approach was reverse scicology
You stated the obvious which was to ask for specific referrals. We all need reminding to do the obvious.
good ideas to be passed to my sales group. They need to spend more time refreshing the basics of referral selling opps
Never used this before the intercompany referal information was valuable
I received a referral when I attended a conference. I called and made a meeting. Have not received an order yet but the door is still open.
I belong to a referral group and have had some limited success. I have not used existing clients for my own referrals. I think based on this info I should. I valued thr info on the numbers. How many referrals I need to produce x amount of clients. Thanks for the video.
My last referral requested estimates, but told me they would continue with current suppliers for the job they had in hand and would look at converting over to us once their current work was out of the way.
I have never used a referral system so I appreciate taking a look at how to really go about doing it, especially with current clients. Thank you for the actual verbage to help get me started!
Liked the specific language suggestion and the suggestion to ask specific questions for your referral.
Ii think the suggestion of doing the research is the most valuable piece of info
and often the most overlooked.
I liked the specifics when asking for a referral. It will help the person I'm asking point me in the right direction.
Thanks Nick, I've used similar techniques in the past, although on in informal basis, and achieved mixed results, hence never really pursued further. However formalising the process may prove to be the key. Thanks again.
Good video, thanks.
This would be so much more effective in full motion. I can help you with that. I recently bought the Top Secrets of Customer Aquisition. I researched both new large clients and other connections in companies we do business with currently. I sent a nice gift, an imprinted Magnalite flashlight by priority mail with a letter asking indicating when I would call. I followed up with 3 weeks of phone calls morning, noon and night starting the day after I knew the package would arrive and continuing each Tuesday after that, not leaving a message until the last attempt of the day. I was able to get to most of the people I would not have received call backs from with this process and gain access to bigger accounts. I am about to repeat the process.
Have used minimal referrals before. The larger companies I had some success with but going to other omcpanies not internally.
Interesting. Want to know more about it ....
Have never tried this approach. It sound interesting. This issue is the research to find the exact referral you would like to ask for. Could be tricky to find.
In a relationship selling business, this is the only non abrasive way to find new business consistently.
I like it.
I really liked your step-by-step plan for referrals, and the approach to obtain new referrals.
I will try this new referral system starting with next week's sales calls...it makes sense!
Very useful details that I will incorporate into the system I've recently started using.
I have tried referrals selling in the past and it worked. I did not do as much research as mentioned in the video but will try this approach
Never used this method before. It was enlightening and I like the simplicity of it.
how to find new sales
I learn fromyour video is the #1 plan which I never practice. Iwill give you my real feed back after month. Thanks
great we are doing business in the wine industry and merely asked for a referral into another winery bing we got a new client
The valuable information I obtained from your video was the wording to use when approaching a colleage for a referral. This is the most difficult to master, the type or wording to use to obtain the correct response.
Really good, i have sporadically asked for referrals and only in the same way as stated initially in this video, i will try your system, thanks
This is very intrested for me .
Hi Nick,
I have never used a referall program before, what I got out of this was the soft approach to requesting the refferal to really put the current client at ease and make it easy for them to assist with the referall request. Great work Nick!
food for thought - time f0r action
New and interesting
Another golden nugget from Nick. I will definately put this into practice.
Very informative, will try what has been recommended
I am now able to fine tune my future referral requests. Thank you.
I do currently use a referral system as part of our sales strategy, but I like your idea of being more specific to obtain better results.
I would be curious to hear more about how to get larger sales and/or more sales from those customers.
Sounds great. I am sure all printers should be doing this - but don't.
Interesting stuff. I will put the lessons you have passed on in to actions asap !
I used your advices with one of my clients. Great response. Thanks.
It's useful!
I appreciate your support but I'm also looking at setting up a site of my own regards
Liked it. let me see more
We used a financial incentive to the client for our referals with very little success
I have used referrals in the past. I wanted to penetrate Nestle and new my client at Heinenken once worked at Nestle and still had some old colleagues in the company.
I met him and told him my mission. He actually gave me an appointment and took me to Nestle. This was how we earned the Nestle account.
Good way to ensure the quality as opposed to the quantity of referrals
I am keen to pursue attaining new business but stiil unsure the best way to start. Video inspiring!
Exellent
Thank you again for the information regarding referral business. We will identify at least three clients we believe we can target and research where they can provide us with referrals.
The video was very practical, I had not bothered to consider increasing my account within the same organisation, now i will reach out to other divisions.thanks for that insight
great stuff
This is simple and practical. Im going to try it out with my team.
Very Insightful, Thanks Nick!
Look forward to putting this into practice
Informative and looks practical. We will try and send you the feedback.
I'm new at sales. Very little experience. The suggestion of specific requests and how to frame the request makes a lot of sense. I plan to start implementing your suggestions and monitoring results. Thank You
Great way to get referral requests
Have used ref strategy, and got new business
I am interested in how to find new sales
I will try your referral system and report the outcome
excellent
Thanks Nick...good stuff!
the comptition will be easier with every new sales
4,2,1, go!
specific refferals---Thank You!
Such a common sense approach - do your homework, ask specific questions, get results.
Video Comment
I found this to be very usefull and I am going to implement this process with our team
i like this video very much and i want to learn from it.
This is a great video. I learned I need to be more systematic when it comes to my sales approach.
Good idea!
Very helpful!
Follows the BNI model, which is effective. This method helps focus on the type of client you want.
good message, simple and effective approach
is it easier to keep a current clinet, or attain a new one?Video Comment
That´s an advice! Will try it for shore!
I am looking for a sales strategy to imlement in our printing company
your video is great. The way you explained in how to ask for referrals makes it more easily then what I have tried in the past. Its great to finally found a website that is primarily for the printing industry. Looking forward to go over all your teaching material
never used referral but...........
Asking 3 existing customers for referrals is a great idea
I've used the referral method before with out much success. Your video may have showed me why. I never put together that 2 part strategy of asking for the referral with the value added component. I'm looking forward to giving it a try.
Great Video as usual and inspirational ideas !
Interesting ideas
very insighful! something new!
i WOULD WANT TO TRY IT!
this has provided us with the proper tools for confidently getting new referrals without the process of trial and error.
Thanks for the video- can't wait to see more!
Enjoyed the video. I have used to old school way of just asking for regular referrals...with little success. What I found helpful about this video was thinking of it as introductions instead of referrals. I liked the idea of asking the person I have the relationship with, how open they would be to introducing me to specific contacts. This will also add more value when I meet the new person if they anticipate my current contact trusts me. Thanks again!
I've never think about the referrals... too 'happy' just to have relationship with my customers. So it's very inspiring.. got to do it now.. thanks
I will put this into operation today. Useful commonsense information.
Great advice on drilling down the detailed method of obtaining referrals...
Again - so simple - it must work!
Asking for a specific person was what I got out of the video -
not used to doing this at all.
Asking for a specific person was what I got out of the video -
not used to doing this at all.
Loved the ideas on asking for referrals! Never thought to do it this way! DUH! Always just outright asked for them, never thought to add specifics about WHAT kind of referrals I want!
first time I've visited
good food for thought
first time I've visited
good food for thought
I am sure this article has touched all the internet users, its really really nice piece of writing on building up
new webpage.
I am sure this article has touched all the internet users, its really really nice piece of writing on building up
new webpage.
Have not used a referral system in the past. The Action Plan is the most important part of the video for me.
Needed to resubmit new email address.
Good Ideas - pick 3 and ask for specific introduction to other departments...
I ran a computer typesetting business for 18 years working solely on referrals. Work was done for UK, Dutch and USA companies as a result. We did not advertise as a policy. Work was mainly not local (<5%) but targeted at major publishing companies.