Recommended How to sell through networking and referrals

by Lopata, Andy

• ISBN13: 9780273757962
• ISBN10: 0273757962
• Edition: 1st
• Format: Paperback
• Copyright: 2011-08-22
• Publisher: Ft Pr

Summary

Referrals and recommendations are the most effective drivers of new business. This book will show you how to make your business thrive by generating referrals and sales from your own networks cheaply, effectively and quickly.Written by Andy Lopata, who was christened 'Mr Network' by the Sun and listed as one of Europe's leading business networking strategists by the Financial Times in 2009, Recommended will show you how to implement a simple yet effective strategy you can rely on to source the leads you need to keep your business flourishing.You will discover: How to generate more of the leads that produce better quality business, leads that convert more easily and more quickly into real sales. Detailed guidance on how to use LinkedIn to generate referrals. Practical, takeaway information which can be implemented easily in any business that needs to generate new sales.Labelled 'Mr Network' by the Sun, Andy Lopata was last year named one of Europe's 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.

Author Biography

Labelled ‘Mr Network’ by The Sun, Andy Lopata was last year named one of Europe’s 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

Acknowledgements

Preface

Introduction

 

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 can’t 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

Further resources

Index