Endless Referrals, Third Edition

by Burg, Bob

• ISBN13: 9780071462075
• ISBN10: 0071462074
• Edition: 3rd
• Format: Paperback
• Copyright: 2005-11-15
• Publisher: McGraw Hill

Summary

The definitive guide to turning casual contacts into solid sales opportunitiesIn this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities."If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success." --Tom Hopkins, author ofHow to Master the Art of Selling"Bob Burg has long been the authority on connecting with clients and building win-win relationships.Endless Referralsshould be required reading for sales professionals and entrepreneurs everywhere."-- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author ofThe Millionaire Real Estate Investor"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."--Alan Weiss, Ph.D., authorMillion Dollar Consulting"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure." --Dottie Walters, author ofSpeak & Grow Rich"A no-nonsense approach to building your business through relationships." --Jane Applegate, syndicated Los AngelesTimescolumnist

Author Biography

Bob Burg regularly speaks to public audiences, corporations and associations, including international Fortune 500 companies.

Table of Contents

Preface	ix
Note on the Revised Edition xiii Acknowledgments	xv
CHAPTER 1 Networking: What It Is and What It Does for You!	1	(12)
CHAPTER 2 Questions Are the Successful Networker's Most Valuable Ammunition	13	(14)
CHAPTER 3 How to Work Any Crowd	27	(12)
CHAPTER 4 Profitable Follow-Up	39	(19)
CHAPTER 5 Understanding the Law of Successful Giving and Successful Receiving	58	(13)
CHAPTER 6 Training Your Personal Walking Ambassadors	71	(14)
CHAPTER 7 Prospecting for Fun and Profit	85	(28)
CHAPTER 8 Using the Internet to Help Build Your Network	113	(15)
CHAPTER 9 Position Yourself as the Expert (and Only Logical Resource) in Your Field	128	(28)
CHAPTER 10 Cross-Promotions: True Win-Win Networking	156	(12)
CHAPTER 11 The Referral Mindset: Turning Appointments Into Referrals	168	(19)
CHAPTER 12 Why Most Salespeople Don't Ask for Referrals and How to Overcome It	187	(22)
CHAPTER 13 Six Essential Rules of Networking Etiquette	209	(10)
CHAPTER 14 Attraction Marketing: Featuring the ProfitFunnel System®	219	(21)
CHAPTER 15 Begin Your Own Profitable Networking Group (Or Join Another's)	240	(15)
CHAPTER 16 Networking for a New Job	255	(9)
CHAPTER 17 The Foundation of Effective Communication	264	(12)
CHAPTER 18 Networking: Begin Now	276	(4)
Index	280