Fearless referrals : boost your confidence, break down doors, build a powerful client list / by Matt Anderson.

Format:

Book

Author/Creator:

Anderson, Matt, author.

Language:

English

Subjects (All):

Business referrals.

Physical Description:

1 online resource (1 v.)

Edition:

1st edition

Place of Publication:

New York, New York State : McGraw-Hill Education, 2012.

Language Note:

English

System Details:

text file

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 "Matt Anderson has written an indispensable manual to doing business in our networked age where ideas and business opportunities travel virally." —Magnus Lindkvist, trendspotter and author of Everything We Know Is Wrong and The Attack of he Unexpected 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 Referrals shows 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 asset—your network. As you become increasingly fearless about referrals, word-ofmouth is money in the bank.

Contents:

The fearless referral fundamentals

Earning the fearless referral

Becoming fearless

Fearless referral asking

Fearless referral-getting strategies

The 6 steps of a fearless referral conversation

Follow the 6 steps to a fearless referral conversation

Use step 1: acknowledge your client

Use step 2: get positive feedback

Use step 3: why you must get specific

Use step 4: reduce their resistance

Use step 5: coach your client to warm up the referral

Use step 6: keep control of the process

Fearless follow-up.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Includes bibliographical references (pages [213]-221) and index.

Description based on print version record.

ISBN:

9786613375513

9781283375511

1283375516

9780071782883

0071782885

OCLC:

819322422