Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold The Four Cornerstones That Turn Business Relationships Into Gold

by Cates, Bill

• ISBN13: 9780071417754
• ISBN10: 0071417753
• Edition: 1st
• Format: Paperback
• Copyright: 2004-03-30
• Publisher: McGraw Hill

Summary

Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers: Work less and earn more by getting existing customers to work for them generating high-quality referrals Turn every business contact into a relationship and every relationship into a sales success story

Author Biography

Bill Cates (Silver Spring, MD) is president of Referral Coach International. The nation's foremost expert on increasing sales through highquality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually.

Table of Contents

Acknowledgments	p. ix
Introduction	p. xi
The Foundation: Adopt a Referral Mindset
Do-Not-Call Lists--The Death of Cold Calling	p. 3
Building Your Referral-Based Business	p. 7
The Relationship Is Everything	p. 11
Develop a Referral Mindset	p. 19
The First Skill: Enhance Your Referability
Exceed Your Clients' Expectations	p. 33
Put Your Attitude of Service into Action	p. 37
Make Your Clients Go "Wow"	p. 45
The Value of the Complaining Client	p. 53
The Second Skill: Prospect for Referrals
Plant Referral Seeds	p. 61
Ask for Referrals at the Right Time	p. 67
Ask for Referrals in an Effective Way	p. 75
Explore Client Resistance	p. 83
The Power of a Profile	p. 91
Upgrade the Quality of Your Referrals	p. 95
Get Introduced to Your New Prospect	p. 99
Create a Great Referral Experience	p. 107
Correct Mistaken Assumptions	p. 113
The Third Skill: Strategic Networking
Build Your Own Personal Sales Force	p. 119
Have a Strategy for Business Events	p. 127
Get the Most Out of Business Events	p. 133
It's Not Over When the Event Is Over	p. 141
The Fourth Skill: Target Niche Markets
Your Most Powerful Marketing Strategy	p. 147
Targeting Your Niche Market	p. 153
Cultivating Your Reputation	p. 161
Your Target Marketing Plan	p. 173
Putting It All Together	p. 177
The Importance of Process	p. 185
Collect and Use Testimonial Letters	p. 189
Index	p. 193
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