A call is HOT when there's an introduction. The person knows who the caller is and is expecting the call. This is the kind of call that shortens the sales cycle, increases a salesperson's credibility, results in qualified prospects, and means a new client over 50 percent of the time! Why would you waste your time doing anything else? Here's how to make HOT calls:

  1. Make a list of everyone you know—current clients, past clients, peers, neighbors, service providers, friends, past co-workers, professional association members, volunteer groups, etc. You should have at least 100 names. Prioritize the list by starting with the people that you know the best. You are not asking these people for their business; you are asking them to introduce you to people they know.
  2. Set a goal and decide how many people you will contact each week. Goals must be in writing. What you think about and write about, you bring about.  Arrange in-person meetings if at all possible. It is much easier to ask for referrals in person than on the phone.
  3. Tell your referral sources that you are building your business through referrals and would like their help. Describe your ideal client very specifically and ask for one or two people who meet your description.
  4. When your referral source makes a suggestion, find out as much as you can about the person and his/her company. Something you said made your referral source think of a person to refer. What was it? Find out about the person as well as the business issues.
  5. Then ask your referral source to make the introduction. The introduction could be by phone, in person, or by e-mail. If you do not get an introduction, you will be making a cold call. Remember, your referral source will be doing her contact a favor by picking you as a resource and suggesting that it will be worth her contact's time to speak with you.

You will now make a HOT call! Start thinking about how you spend your time and the type of payoff you want. Get HOT and get that introduction!

Joanne Black is the country's leading authority on referral selling.Her book, No More Cold Calling™ The Breakthrough System That Will Leave Your Competition in the Dust, was published by Warner Books in April, 2006.