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Labelled Mr Network by The Sun, Andy Lopata was last year named one of Europes leading business networking strategists by the Financial Times. Andy is a featured columnist in the US magazine The National Networker and writes for several business magazines in the UK. For eight years, Andy was Managing Director of UK network Business Referral Exchange. He has since worked with a range of companies such as Sage, Merrill Lynch, Retail Trust, Currencies Direct and Mastercard to help them realise the full sales potential from their networking.
Table of Contents
Part One - Why you need to get recommended
Chapter One What is a referral?
Chapter Two The role of networking
Chapter Three - Current approaches don't work
Chapter Four You cant just throw mud at a wall
Part Two The foundation of the ultimate referrals strategy
Chapter Five The role of trust in a referrals strategy
Chapter Six Do people understand how to refer you?
Chapter Seven Who has the best opportunity to refer you?
Part Three How your network can help you generate referrals
Chapter Eight- The six degrees of separation and how they influence your referrals strategy
Chapter Nine Where will your referrals come from?
Chapter Ten Referrals within an organisation
Chapter Eleven How to select the right networks for you
Part Four How to get your network to refer you
Chapter Twelve Inspiring people to refer you
Chapter Thirteen When to ask for referrals
Chapter Fourteen Referring others with confidence
Part Five Tools you can use
Chapter Fifteen LinkedIn as a referral tool
Chapter Sixteen The Referral Book
Chapter Seventeen - Results you can rely on
In a nutshell: Ten steps to an effective referrals strategy