In this episode, Melinda Emerson chats with Joanne Black about the power of referrals in growing small businesses. They discuss the impact of introductions and referrals on revenue, how to leverage technology for referral research, and the importance of strong relationships for successful referrals. They also explore common missed opportunities in asking for referrals, and Melinda introduces her new course, "Become Your Own Boss."

(0:00) Introduction and overview of the episode

(1:18) How to grow your small business with referrals

(3:31) Guest introduction: Joanne Black's journey into sales and referral selling

(6:03) The impact of introductions and referrals on revenue and conversion rates

(8:11) Understanding the concept of a referral

(10:22) Leveraging technology for effective referral research and building trust with buyers

(13:43) The importance of a valid business reason in referral requests

(16:03) The role of strong relationships in successful referrals and the debate over incentives

(18:35) Identifying missed opportunities in asking for referrals and turning customers into an unpaid Salesforce

(20:50) Introduction to Melinda's new course, "Become Your Own Boss," in partnership with Drexel University

(21:49) Closing remarks and the mission of the Small BizChat podcast