Get More Referrals Now! / Edition 1

Get More Referrals Now! / Edition 1

4.8 8
by Bill Cates, W. R. Cates
     
 

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ISBN-10: 0071417753

ISBN-13: 9780071417754

Pub. Date: 03/09/2004

Publisher: McGraw-Hill Professional Publishing

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

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 Professional Publishing
Publication date:
03/09/2004
Series:
Facts on File Science Library
Pages:
224
Sales rank:
507,908
Product dimensions:
6.10(w) x 9.00(h) x 0.60(d)

Table of Contents

Acknowledgmentsix
Introductionxi
Part 1The Foundation: Adopt a Referral Mindset
Chapter 1Do-Not-Call Lists--The Death of Cold Calling3
Chapter 2Building Your Referral-Based Business7
Chapter 3The Relationship Is Everything11
Chapter 4Develop a Referral Mindset19
Part 2The First Skill: Enhance Your Referability
Chapter 5Exceed Your Clients' Expectations33
Chapter 6Put Your Attitude of Service into Action37
Chapter 7Make Your Clients Go "Wow"45
Chapter 8The Value of the Complaining Client53
Part 3The Second Skill: Prospect for Referrals
Chapter 9Plant Referral Seeds61
Chapter 10Ask for Referrals at the Right Time67
Chapter 11Ask for Referrals in an Effective Way75
Chapter 12Explore Client Resistance83
Chapter 13The Power of a Profile91
Chapter 14Upgrade the Quality of Your Referrals95
Chapter 15Get Introduced to Your New Prospect99
Chapter 16Create a Great Referral Experience107
Chapter 17Correct Mistaken Assumptions113
Part 4The Third Skill: Strategic Networking
Chapter 18Build Your Own Personal Sales Force119
Chapter 19Have a Strategy for Business Events127
Chapter 20Get the Most Out of Business Events133
Chapter 21It's Not Over When the Event Is Over141
Part 5The Fourth Skill: Target Niche Markets
Chapter 22Your Most Powerful Marketing Strategy147
Chapter 23Targeting Your Niche Market153
Chapter 24Cultivating Your Reputation161
Chapter 25Your Target Marketing Plan173
Chapter 26Putting It All Together177
Appendix AThe Importance of Process185
Appendix BCollect and Use Testimonial Letters189
Index193

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Get More Referrals Now! 4.8 out of 5 based on 0 ratings. 8 reviews.
Anonymous More than 1 year ago
Guest More than 1 year ago
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.
Guest More than 1 year ago
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.
Guest More than 1 year ago
This book will provide you with a source of ideas, resources and directions on how to build a strong flow of referrals ASAP!
Guest More than 1 year ago
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!
Guest More than 1 year ago
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.
Guest More than 1 year ago
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.
Guest More than 1 year ago
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!