Just Ask! : 7 Simple Steps to Unlock the Power of Clients, Generate Referrals and Double Your Business.

Format:

Book

Author/Creator:

Eisner, Graham.

Contributor:

Lankester, Brett.

Language:

English

Physical Description:

1 online resource (220 p.) ill

Edition:

1st ed.

Other Title:

Just Ask!

Place of Publication:

Northwich : Practical Inspiration Publishing, 2022.

System Details:

Mode of access: World Wide Web.

Summary:

'A trusted referral is the holy grail of advertising' - Mark ZuckerbergThe fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from existing clients. And yet most sales people don't ask, or if they do, they end up making themselves and their client feel awkward.Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His seven-step method helps sales professionals understand their own reluctance, change their mindset, and apply practical techniques to achieve a more beautiful ask, one that's both unforced and effective.From preparation before the meeting and identifying the 'bridge line' to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately.Graham became one of Goldman Sachs's most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Capita and Deutsche Bank as well as smaller businesses.

Contents:

Just ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business

Dedication

Contents

Foreword

Key Takeaways

About the Author

Acknowledgements

Part One: Don’t Hold Back

Chapter 1: Why Ask?

Chapter 2: The Number One Strategy

Chapter 3: Why People Don’t Ask

Chapter 4: Make It Easier for Yourself

Chapter 5: Improving Your Confidence

Part Two: How to Ask for Referrals: A 7-Step Plan

Chapter 6: Preparing to Ask (Steps 1 and 2)

Chapter 7: Leading the Conversation (Steps 3, 4 and 5)

Chapter 8: Preparing Your Client (Step 6)

Chapter 9: Following Up Effectively (Step 7)

Part Three: Thinking Laterally

Chapter 10: Asking for Referrals from Intermediaries

Chapter 11: Asking Friends and Family

Chapter 12: Making the Most of Internal Referrals

Chapter 13: Using Networking to Ask for Referrals

Postscript: Asking in a Pandemic

Contacting the Author

Appendix: Summary Points

Index.

Notes:

Includes bibliographical references and index.

Description based on publisher supplied metadata and other sources.

ISBN:

1-78860-319-2

OCLC:

1285494976