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More About This Book

Overview

Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" —relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers:

  • Work less and earn more by getting existing customers to work for them generating high-quality referrals
  • Turn every business contact into a relationship and every relationship into a sales success story

Product Details

  • ISBN-13: 9780071417754
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 3/9/2004
  • Edition number: 1
  • Pages: 224
  • Sales rank: 204,755
  • Series: Facts on File Science Library
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.53 (d)

Meet the Author

Bill Cates (Silver Spring, MD) is president of Referral Coach International. The nation's foremost expert on increasing sales through highquality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually.

Table of Contents

Acknowledgments ix
Introduction xi
Part 1 The Foundation: Adopt a Referral Mindset
Chapter 1 Do-Not-Call Lists--The Death of Cold Calling 3
Chapter 2 Building Your Referral-Based Business 7
Chapter 3 The Relationship Is Everything 11
Chapter 4 Develop a Referral Mindset 19
Part 2 The First Skill: Enhance Your Referability
Chapter 5 Exceed Your Clients' Expectations 33
Chapter 6 Put Your Attitude of Service into Action 37
Chapter 7 Make Your Clients Go "Wow" 45
Chapter 8 The Value of the Complaining Client 53
Part 3 The Second Skill: Prospect for Referrals
Chapter 9 Plant Referral Seeds 61
Chapter 10 Ask for Referrals at the Right Time 67
Chapter 11 Ask for Referrals in an Effective Way 75
Chapter 12 Explore Client Resistance 83
Chapter 13 The Power of a Profile 91
Chapter 14 Upgrade the Quality of Your Referrals 95
Chapter 15 Get Introduced to Your New Prospect 99
Chapter 16 Create a Great Referral Experience 107
Chapter 17 Correct Mistaken Assumptions 113
Part 4 The Third Skill: Strategic Networking
Chapter 18 Build Your Own Personal Sales Force 119
Chapter 19 Have a Strategy for Business Events 127
Chapter 20 Get the Most Out of Business Events 133
Chapter 21 It's Not Over When the Event Is Over 141
Part 5 The Fourth Skill: Target Niche Markets
Chapter 22 Your Most Powerful Marketing Strategy 147
Chapter 23 Targeting Your Niche Market 153
Chapter 24 Cultivating Your Reputation 161
Chapter 25 Your Target Marketing Plan 173
Chapter 26 Putting It All Together 177
Appendix A The Importance of Process 185
Appendix B Collect and Use Testimonial Letters 189
Index 193

Customer Reviews

Average Rating 5
( 8 )

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Sort by: Showing all of 8 Customer Reviews

  • Anonymous

    Posted June 21, 2005

    Good but not the right book for my business

    If you are a business owner, are independent, or self employed this is a good book to add to your library. This book has a lot of different ideas but they will not all apply to every sales professional. I was also disappointed in there wasn't a lot of deep thoughts. It was an easy read but didn't really excite me or give me any brilliant ideas.

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  • Anonymous

    Posted November 21, 2004

    Highly Recommended!

    Cold calling is dead. Do-not-call lists will consign the telemarketer to the dustbin of annoying business history. So what do you do instead? Build your business on the basis of referrals. Provide such outstanding service to your clients that they will want to introduce you to others. This is easier said than done, but when it is done right, it's very effective. Author Bill Cates provides a treasury of lore, some obvious but often ignored, some creative and new, all of it useful in building a referral-based business. He writes clearly, concisely and succinctly. We gladly recommend ¿ or refers ¿ Cates to you; his guidebook is practical for anyone in almost any business.

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  • Anonymous

    Posted August 18, 2004

    A must read for all advisors!

    This book will provide you with a source of ideas, resources and directions on how to build a strong flow of referrals ASAP!

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted June 17, 2004

    Best Book on Marketing I've Read

    Cates calls referrals 'forgotten gold.' Man is he right. I get referrals, but I don't do anything to make them happen - so I don't get enough and they're not always the right ones. This is a system that I intend to follow. Good stuff! Get it!

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  • Anonymous

    Posted July 18, 2004

    This book has incredibly valuable tips.

    My company has 12 marketing people. The tips Bill gave us in his seminar and in this book have made a huge amount of money for us. Learn his techniques and make them a habit. You'll be amazed how much new business you'll get that you wouldn't have uncovered without using these simple techniques.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted July 18, 2004

    Buy this book now!

    This straightforward and down-to-earth book provided me with the strategic advice I needed on how to change the way I do business, and it's made all the difference in generating quality leads that produce faster and easier sales. There's no mumbo-jumbo; just great ideas you can put to use right away. Every chapter has real-life examples of Bill's concepts in action, and there's absolutely no doubt in my mind anyone looking to grow their business should read this book. With the results I've gotten I consider Bill a silent partner in my business, and I constantly refer back to this book when I have a problem to solve or need a new idea. Buy this book now!

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  • Anonymous

    Posted July 12, 2004

    This book has helped me build my business

    Tired of making sales calls? There is an easier way! This book provides you with a fail-safe step-by-step system that will help you build your business faster! If you are in sales--and who isn't--you owe it to yourself to devour this book.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted May 8, 2010

    No text was provided for this review.

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