Don't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions

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More About This Book

Overview

Create an Army of Advocates for You and Your Business

Word-of-mouth, person-to-person connections matter more to your success than all the hard-sell strategies in the world. This ingenious self-marketing guide by America's #1 “Referral Guru” reveals surefire secrets that will help you to identify, and successfully meet, hundreds of high-quality referrals. Without spending a dime, you can shorten your sales cycle, increase your profits, and expand your network of friends and contacts—by giving them something to talk about. You will discover

  • The 7 Deadly Referral Mistakes and How to Avoid Them
  • 12 Ways to Get Great Prospects Calling You
  • 10 Social Prospecting Ideas That Generate Referrals
  • 6 Tactics for Stronger Introductions
  • PLUS the 4-Point VIPS MethodTM for Asking for Referrals

Whether you're a small business owner, self-employed worker, or company salesperson, referrals are the most inexpensive and effective way to drum up business. With Cates' techniques, you can establish a real name for yourself by making more connections, and more money, than you ever thought possible.

“I dare you to read this book and not come away with a dozen or more ideas you can put to use immediately.” -Gerhard Gschwandtner, publisher, Selling Power magazine

Bill Cates is the president of Referral Coach International, creator of The Unlimited Referrals Marketing System, and a well-known author, speaker, and consultant. For more information, visit his Web site at ReferralCoach.com.

Product Details

  • ISBN-13: 9780071494540
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 8/27/2007
  • Edition number: 1
  • Pages: 200
  • Sales rank: 325,180
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.43 (d)

Meet the Author

Bill Cates is the president of Referral Coach International, creator of The Unlimited Referrals Marketing System, and a well-known author, speaker, and consultant. For more information, visit his Web site at ReferralCoach.com.

Table of Contents


Foreword     vii
Acknowledgments     xi
Prepare Yourself for Referral Success
Seven Deadly Referral Mistakes-Are You Making Them?     3
What's in It for You?     13
Become a Student of the Referral Game     19
Tactics and Strategies to Get More Referrals
Get Great Prospects Calling You     33
Tap Into the Power of Social Prospecting     49
Plant Referral Seeds Now-Reap Referrals Later     65
Leverage Your Value by Asking for Referrals     85
Get Introduced and Show Your Appreciation     113
Create Your Networking Sales Force     129
This Book Is Worthless, Unless...     145
Index     157

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