Get More Referrals Now!

Overview

  • Eliminate Cold Calling Forever
  • Get Prospects Returning Your Calls
  • Form Powerful Referral Alliances
  • Create an Unlimited Flow of Quality Prospects

Referrals: The most powerful way to sell!

Selling in today's business environment is more challenging than ever. But the secret to success isn't longer hours and...

See more details below
Paperback
$12.60
BN.com price
(Save 30%)$18.00 List Price

Pick Up In Store

Reserve and pick up in 60 minutes at your local store

Other sellers (Paperback)
  • All (21) from $1.99   
  • New (5) from $9.91   
  • Used (16) from $1.99   
Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold: The Four Cornerstones That Turn Business Relationships Into Gold

Available on NOOK devices and apps  
  • NOOK Devices
  • NOOK HD/HD+ Tablet
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK Study
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$9.99
BN.com price
(Save 44%)$18.00 List Price

Overview

  • Eliminate Cold Calling Forever
  • Get Prospects Returning Your Calls
  • Form Powerful Referral Alliances
  • Create an Unlimited Flow of Quality Prospects

Referrals: The most powerful way to sell!

Selling in today's business environment is more challenging than ever. But the secret to success isn't longer hours and more phone calls; it's getting better referrals. Sales expert Bill Cates's system of referral-based marketing turns every business contact into a relationship--and every relationship into a sales success. You'll learn how to:

  • Sell without worrying about Do-Not-Call Lists
  • Develop a powerful referral mindset
  • Network strategically for better results
  • And much more!

If you want to bring in more qualified leads and close more sales than you ever imagined, don't work harder, work smarter--with Get More Referrals NOW!

"In the three months since of implementing Bill Cates' Referral Marketing System, we have experienced an unprecedented increase in sales. Bill Cates' Referral Marketing system works!"--Vincent Arena, Executive Vice-President & Chief Administrative Officer, FCLIC

"The answer to the Do-Not-Call List is The Unlimited Referrals Marketing System® from Bill Cates. In today's environment you need to get connected to the prospect in a compelling way. This system accomplishes that."--Bob Walker, MassMutual Financial Group

"With Bill's powerful system, there are no more cold calls, only warm leads. It's a must-read for anyone in business."--Dr. Tony Alessandra, author of The Platinum Rule

"The program Bill delivered 15 months ago has had a lasting impact. Our advisors are acquiring new clients by referrals at a rate that's 40% higher than the national average for our company."--Tim Holland, Field Vice President, American Express Financial Advisors

Bill Cates is President of Referral Coach International. A twenty-eight-year sales veteran, he currently consults for such clients as American Express, Merrill Lynch, Andersen Windows, MassMutual Financial Group, and Mutual of Omaha.

Read More Show Less

Product Details

  • ISBN-13: 9780071417754
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 3/9/2004
  • Series: Facts on File Science Library
  • Edition number: 1
  • Pages: 224
  • Sales rank: 269,721
  • Product dimensions: 6.10 (w) x 9.00 (h) x 0.60 (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.

Read More Show Less

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
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
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.

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
  • 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  No   Report this review
  • 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!

    Was this review helpful? Yes  No   Report this review
  • 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  No   Report this review
  • 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!

    Was this review helpful? Yes  No   Report this review
  • 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  No   Report this review
  • Anonymous

    Posted May 8, 2010

    No text was provided for this review.

Sort by: Showing all of 8 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)