Get More Referrals Now! / Edition 1by Bill Cates, W. R. Cates
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
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
Table of Contents
|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|
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Most Helpful Customer Reviews
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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.
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.
This book will provide you with a source of ideas, resources and directions on how to build a strong flow of referrals ASAP!
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!
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.
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.
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!