Don't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions

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en Limba Engleză Carte Paperback – 16 Sep 2007
Create an Army of Advocates for You and Your Business
Word-of-mouth, person-to-person connections matter more to your success than all the hard-sell strategies in the world. This ingenious self-marketing guide by America's #1 “Referral Guru” reveals surefire secrets that will help you to identify, and successfully meet, hundreds of high-quality referrals. Without spending a dime, you can shorten your sales cycle, increase your profits, and expand your network of friends and contacts--by giving them something to talk about. You will discover
  • The 7 Deadly Referral Mistakes and How to Avoid Them
  • 12 Ways to Get Great Prospects Calling You
  • 10 Social Prospecting Ideas That Generate Referrals
  • 6 Tactics for Stronger Introductions
  • PLUS the 4-Point VIPS MethodTM for Asking for Referrals
Whether you're a small business owner, self-employed worker, or company salesperson, referrals are the most inexpensive and effective way to drum up business. With Cates' techniques, you can establish a real name for yourself by making more connections, and more money, than you ever thought possible.
“I dare you to read this book and not come away with a dozen or more ideas you can put to use immediately.” -Gerhard Gschwandtner, publisher, Selling Power magazine
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ISBN-13: 9780071494540
ISBN-10: 0071494545
Pagini: 176
Dimensiuni: 10 x 279 x 216 mm
Greutate: 0.25 kg
Editura: McGraw Hill Education
Colecția McGraw-Hill Education
Locul publicării: United States


Part I: Prepare Yourself for Referral Success
Chapter 1: 7 Deadly Referral Mistakes – Are You Making Them?
Chapter 2: What’s in it for you?
Chapter 3: Become a Student of the Referral Game
Part II: Tactics & Strategies to Get More Referrals
Chapter 4: Get Great Prospects Calling You
Chapter 5: Tap into the Power of Social Prospecting
Chapter 6: Plant Referral Seeds Now—Reap Referrals Later
Chapter 7: Leverage Your Value by Asking for Referrals
Chapter 8: Get Introduced and Show Your Appreciation
Chapter 9: Create Your Networking Sales Force
Chapter 10: This Book is Worthless, Unless…