Recommended by: WiseSuit Staff "Your attitudes and assumptions toward referrals constitute the starting point toward building a successful referral-based business. You must adopt a referral mindset. Having this mindset means that you embrace referrals as the best way to build your business." - Get More Referrals Now! If you want to work smarter instead of working harder, you might want to get yourself a copy of Bill Cates' Get More Referrals Now!. Within this book, readers can find easy-to-use referral-based selling techniques. Readers can learn how to turn every single one of their business contacts into a working and professional relationship. From this relationship will come a sales success story that can be enjoyable and lucrative. The most outstanding factor of this book is the fact that Bill Cates recognizes the immediate need to consolidate a current business model into a business model that is referral-driven. This concept and belief is described in detail in order to help business owners and those in sales positions make the most of their situations. In this book, readers can learn about the Four Cornerstones of Referrals: - Relationship Building and Customer Service
- Creating Referral Alliances and Networks
- Prospecting
- Targeting Niche Markets
With these tips, businesspeople can learn how to obtain more business, just by asking for referrals. It may seem simple, but it's a tried and trusted way to generate more business and profit. Many friends, family members and associates would be more than willing to refer your business, product or services to others, if you would only ask - and this is a main point and concept covered within the book. There are a number of sales people who believe that asking for referrals is indicative of some sort of weakness or a problem within the business itself. This is not the case and this stigma needs to be overcome in order to help individuals generate more business and allow more salespeople to become comfortable with asking for referrals. There are five ‘Parts' of the book, which outline the baby steps that individuals can take in order to increase the number of referrals that businesses are able to receive. The intent of these sections is to make the individual and business able to transition from relying on Cold Calling to relying on Referrals. These Parts are divided into: - Part I: The Foundation: Adopt a Referral Mindset
- Part II: The First Skill: Enhance Your Referability
- Part III: The Second Skill: Prospect for Referrals
- Part IV: The Third Skill: Strategic Networking
- Part V: The Forth Skill: Target Niche Markets
With an exciting ease of applicability, this book can help not just individuals, but businesses as well, to succeed. By learning the material found in this book, it is possible for businesses to learn to use referrals in order to build the business up quickly, without much available overhead. Reviews: "When our company decided to end telephone cold calling to acquire new clients, we turned to the expert, Bill Cates. Bill helped us through this transition. We are now acquiring more qualified prospects and stronger clients - in less time and with less effort!" - Dave Brounley, Vice President of Sales, Amex "Bill Cates provides great new insight on how to increase your sales with referrals. It's practical information that any salesperson or business owner can put to use right away. This may be the last book on sales you'll ever have to buy!" - Lori White, Regional Director Sales, Hilton International About the Author: Bill Cates is president of Referral Coach International. The nation's foremost expert on increasing sales through high-quality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually. A twenty-eight-year sales veteran, he currently consults for such clients as American Express, Merrill Lynch, Andersen Windows, MassMutual Financial Group, and Mutual of Omaha. He is committed to showing other sales professionals how to work smarter, not harder. 
Category:
Sales
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