Get More Referrals Now! / Edition 1

by Bill Cates, W. R. Cates

Overview

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

Product Details

ISBN-13:	9780071417754
Publisher:	McGraw Hill LLC
Publication date:	03/09/2004
Series:	Facts on File Science Library
Pages:	224
Product dimensions:	5.90(w) x 8.90(h) x 0.59(d)

About the Author

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	ix
	Introduction	xi
Part 1	The Foundation: Adopt a Referral Mindset
Chapter 1	Do-Not-Call Lists--The Death of Cold Calling	3
Chapter 2	Building Your Referral-Based Business	7
Chapter 3	The Relationship Is Everything	11
Chapter 4	Develop a Referral Mindset	19
Part 2	The First Skill: Enhance Your Referability
Chapter 5	Exceed Your Clients' Expectations	33
Chapter 6	Put Your Attitude of Service into Action	37
Chapter 7	Make Your Clients Go "Wow"	45
Chapter 8	The Value of the Complaining Client	53
Part 3	The Second Skill: Prospect for Referrals
Chapter 9	Plant Referral Seeds	61
Chapter 10	Ask for Referrals at the Right Time	67
Chapter 11	Ask for Referrals in an Effective Way	75
Chapter 12	Explore Client Resistance	83
Chapter 13	The Power of a Profile	91
Chapter 14	Upgrade the Quality of Your Referrals	95
Chapter 15	Get Introduced to Your New Prospect	99
Chapter 16	Create a Great Referral Experience	107
Chapter 17	Correct Mistaken Assumptions	113
Part 4	The Third Skill: Strategic Networking
Chapter 18	Build Your Own Personal Sales Force	119
Chapter 19	Have a Strategy for Business Events	127
Chapter 20	Get the Most Out of Business Events	133
Chapter 21	It's Not Over When the Event Is Over	141
Part 5	The Fourth Skill: Target Niche Markets
Chapter 22	Your Most Powerful Marketing Strategy	147
Chapter 23	Targeting Your Niche Market	153
Chapter 24	Cultivating Your Reputation	161
Chapter 25	Your Target Marketing Plan	173
Chapter 26	Putting It All Together	177
Appendix A	The Importance of Process	185
Appendix B	Collect and Use Testimonial Letters	189
	Index	193