Just Ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business

by Graham Eisner, Brett Lankester (Foreword by)

Overview

‘A trusted referral is the holy grail of advertising' – Mark Zuckerberg

The fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from your network; clients, intermediaries, family, friends, and existing and former colleagues. And yet most sales professionals don’t ask, or if they do, they end up making themselves and their client feel awkward.

Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His 7-step plan helps salespeople understand their own reluctance, change their mindset, and apply practical techniques so they can ask in a way that’s both natural and effective.

From preparation before the meeting and identifying the ‘bridge line’ to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately.

Graham became one of Goldman Sachs’s most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Julius Baer, and Deutsche Bank, as well as smaller businesses.

Foreword by Brett Lankester
Former Chief Executive Officer, London, Union Bancaire Privée

Product Details

ISBN-13:	9781788603195
Publisher:	Practical Inspiration Publishing
Publication date:	01/10/2022
Sold by:	Barnes & Noble
Format:	eBook
Pages:	148
File size:	3 MB

About the Author

Graham Eisner has devoted 30 years to understanding the power of client referrals for businesses, first as a private client salesperson at Goldman Sachs and more recently as a referrals sales coach and trainer working with brands such as Barclays, Julius Baer and Deutsche Bank as well as smaller businesses.

Graham Eisner has devoted 30 years to understanding the power of client referrals for businesses. In his ten years as a private client salesperson at Goldman Sachs he developed a methodology for referrals from clients, internal partners and intermediaries that made him one of their most successful sales professionals. He developed a training programme which he ran for three years at Goldman Sachs, and since then has worked as a referrals consultant and trainer, teaching his system to thousands of professional salespeople for clients such as Barclays, Deutsche Bank, Julius Baer, Northern Trust, Seven Investment Management and other leading brands.

He understands first-hand all the myths around referrals, and the mindsets that hold people back from asking and following up. He’s now put his unique and powerful system into a book so that every business can access it.

Table of Contents

Foreword

Key Takeaways

PART ONE Don’t Hold Back

Chapter 1 Why Ask?

Chapter 2 The Number One Strategy

Chapter 3 Why People Don’t Ask

Chapter 4 Make It Easier for Yourself

Chapter 5 Improving Your Confidence

PART TWO How to Ask for Referrals: A 7-Step Plan

Chapter 6 Preparing to Ask (Steps 1 & 2)

Chapter 7 Leading the Conversation (Steps 3, 4 & 5)

Chapter 8 Preparing Your Client (Step 6)

Chapter 9 Following Up Effectively (Step 7)

PART THREE Thinking Laterally

Chapter 10 Asking for Referrals from Intermediaries

Chapter 11 Asking Friends and Family

Chapter 12 Making the Most of Internal Referrals

Chapter 13 Using Networking to Ask for Referrals

Postscript Asking in a Pandemic

Appendix Summary Points Overview from each Chapter

What People are Saying About This

From the Publisher

Praise for Just Ask!

Graham was one of the best I’ve seen at asking for referrals. Just Ask is a testament to his excellent work. I recommend this book to any business that wants to grow by asking for referrals.
Tucker York
Goldman Sachs; Global Co-head of consumer and wealth management

Just Ask is an apt and appropriate title. This is a book that all salespeople should own. If you want more high-quality clients, try asking for referrals. This excellent guide will show you how.
Brett Lankester
Former Ceo London, Union Bancaire Privee

As Graham says 'Referrals are a hidden gem’ and here are the tips, techniques and strategies for you to get more business. An excellent book.
Philip Hesketh
Best Selling Author. World authority on Influence and Persuasion

This is an excellent book on an important topic, and I highly recommend it for entrepreneurs, sales executives, and others interested in building a business
Philip Anderson
Insead: Professor of Entrepreneurship

I wish I´d had this book 20 years ago! Relationships have always been at the heart of my psychology business; but asking for referrals has never been. Just Ask is one of those rare books that highlights a gap that is bleeding obvious after you´ve read it. You will find yourself thinking ‘So true’ frequently, but right at the point when you start beating yourself up, Just Ask gently and clearly builds your confidence and excitement to start asking.
Tony Crabbe
Business Psychologist

Praise for Graham Eisner

Graham has helped advisers get over the natural mindset block that typically impedes asking for a referral. I would recommend Graham to any organization.
Rory Dorman
Head of Sales, MASECO Private Wealth

The techniques learnt are now being actively applied by the team out in the field. I cannot recommend this session highly enough.
Nick Heath
Head of Business Development,
Seven Investment Management

We are progressing well in regard to referrals applying some of the frameworks Graham took us through and have achieved a 20% increase in volume in the last quarter alone.
Dan Archer
Marketing Director, 383 Digital Studios

Editorial Reviews

A useful book with plenty of examples and lessons to help you grow your customer base. The 7 Steps are implementable, and the book is written in a very readable style. A useful resource for those seeking to grow their business - now!

NetGalley

Fascinating exploration of some of the human foibles and insecurities that prevent us from doing something pretty fundamental in building a business. Well written and with practical tips. Certainly something I’ll be making use of.

Amazon