Fearless Referrals: Boost Your Confidence, Break Down Doors, and Build a Powerful Client List

by Anderson, Matt

• ISBN13: 9780071782876
• ISBN10: 0071782877
• Edition: 1st
• Format: Paperback
• Copyright: 2012-01-02
• Publisher: McGraw Hill

Summary

Use Your Contacts as the Building Blocks to Success "The 'Golden Rules' for developing a continuous chain of high-quality referrals for any product in any business." Brian Tracy, bestselling author of The Psychology of Selling "This easy-to-use, practical guide will dramatically increase your referral stream." Jon Voegele, Regional Vice President of Agency, COUNTRY Financial When you ask a successful salesperson how he or she gets so much business, the answer is always the same: "Word of mouth." A quality referral is vastly more valuable than any other form of marketing. But how much time and effort do you actually spend harvesting those referrals? Fearless Referralsshows how to secure consistently higher quality referrals the right way. This groundbreaking guide provides a toolbox of wording that works, powerful fear-killing techniques, and proven referral-gathering methods that will completely transform your business. Learn how to: Overcome the fears of rejection and appearing too needy Develop a six-step system where others are comfortable opening doors for you Create relationships that foster future referrals Ask the right people, the right way, at the right time for a referral You can build a world-class business simply by leveraging your most valuable assetyour network. As you become increasingly fearless about referrals, word-ofmouth is money in the bank.

Table of Contents

INTRODUCTION
CHAPTER 1 THE FEARLESS REFERRAL FUNDAMENTALS
CHAPTER 2 EARNING THE FEARLESS REFERRAL
CHAPTER 3 BECOMING FEARLESS
CHAPTER 4 FEARLESS REFERRAL ASKING
CHAPTER 5 FEARLESS REFERRAL-GETTING STRATEGIES
CHAPTER 6 THE SIX STEPS TO A FEARLESS REFERRAL CONVERSATION
CHAPTER 7 FEARLESS REFERRAL FOLLOW-UP
WEEKLY REFERRAL TRACKER
BIBLIOGRAPHY
INDEX
ABOUT THE AUTHOR
Footnote