- Taschenbuch: 200 Seiten
- Verlag: Mcgraw-Hill Professional (1. April 2004)
- Sprache: Englisch
- ISBN-10: 0071417753
- ISBN-13: 978-0071417754
- Größe und/oder Gewicht: 22,8 x 15,3 x 1,5 cm
- Durchschnittliche Kundenbewertung: 5.0 von 5 Sternen Alle Rezensionen anzeigen (1 Kundenrezension)
- Amazon Bestseller-Rang: Nr. 520.332 in Englische Bücher (Siehe Top 100 in Englische Bücher)
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Produktbeschreibungen
Pressestimmen
"The top 10 per cent of all salespeople make 50-100 per cent of their sales through repeat business and referrals. Bill Cates shows you all the secrets of getting and converting referrals into more sales. With Bill's powerful system, there are no more cold calls, only warm leads. It's a 'must read' for anyone in business." - Dr. Tony Alessandra, author of The Platinum Rule; "The program Bill delivered 15 months ago has had a lasting impact. Our advisors are acquiring new clients by referrals at a rate that's 40 per cent higher than the national average for our company." - Tim Holland, Field Vice President, American Express Financial Advisors"
Kurzbeschreibung
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
In diesem Buch
(Mehr dazu)
Einleitungssatz
In my book Unlimited Referrals, published in 1996, I predicted the "death of cold calling." Lesen Sie die erste Seite
Buchdeckel | Copyright | Inhaltsverzeichnis | Auszug | Stichwortverzeichnis | Rückseite
In my book Unlimited Referrals, published in 1996, I predicted the "death of cold calling." Lesen Sie die erste Seite
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Buchdeckel | Copyright | Inhaltsverzeichnis | Auszug | Stichwortverzeichnis | Rückseite
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Kundenrezensionen
Die hilfreichsten Kundenrezensionen
Format:Gebundene Ausgabe
I've been in sales for almost 20 years. This is the best book I've ever read. It's easy to read and has a ton of ideas. I'm on my second reading and it's already put money in my pocket. Bill Cates has delivered a comprehensive approach to the referral process that makes it easy, fun, and produces results!
Die hilfreichsten Kundenrezensionen auf Amazon.com (beta)
Amazon.com:
43 Rezensionen
31 von 31 Kunden fanden die folgende Rezension hilfreich
The New Business Paradigm
23. Oktober 2004
Format:Taschenbuch
Bill Cates' "Get More Referrals Now!" is awesome.
Based on a referral, interestingly enough, I picked up a copy of this book and blasted through it in a matter of days. What makes this book so outstanding is the recognition of the need to consolidate your current business model into one that is referral-driven.
Think about it for a minute--if you have car problems, need a good doctor, or want to sign up for music lessons, who do you ask? Inevitably the answer usually is a friend or associate for a referral as to who THEY use. Based on this concept Cates' work expands upon intrinsically human relationships and provides a variety of techniques for business professionals (although this book has utility outside the business world, it is primarily written for individuals/companies looking to exponentially grow their client base using a referral-based approach to marketing) to strengthen existing relationships while simultaneously generating new business.
Cates divides his book into five parts, "baby-steps" if you will, of changing from the old standard of cold calling (Brrrrr cold indeed and fineable now too under the Do-Not-Call list!) to adopting a referral-based business.
Part One "The Foundation: Adopt a Referral Mindset" lays the track for the rest of the book and makes the reader mentally itemize why in fact referral-based marketing is superior.
Part Two "The First Skill: Enhance Your Referability" describes the actions you need to take that will result in clients placing more confidence if your abilities.
Part Three "The Second Skill: Prospect for Referrals" provides step-by-step instruction on HOW to get qualified referrals in the door.
Part Four "The Third Skill: Strategic Networking" goes one step beyond Part Three and now delves into the necessity of getting your office/company on board with the referral method transitioning to a holistic concept of a referral-based corporate strategy.
Part Five "The Fourth Skill: Target Niche Markets" delves into the intricacies of selecting profitable key areas to focus your referral-based approach on capturing more business.
Cates's greatest accomplishment I think in this book is its ease of use and practicability. "Get More Referrals Now!" does just that; similar to Tony Robbins philosophy in "Awaken the Giant Within" Cates focuses on modifying your perception on the value of a concept which in this case is the referral. With increasing legislature limiting cold calling to business to business and limited consumer buy-in calls, Cates' book is more relevant and necessary than ever.
Of the dozen or so books I've read over the past couple weeks, I'm ordering enough of this book and one on scuba diving I really enjoyed to use as stocking-stuffers for my friends and associates. A great read and one of those books where your initial investment of time and money will provide a lasting and valuable income stream. Five stars.
Based on a referral, interestingly enough, I picked up a copy of this book and blasted through it in a matter of days. What makes this book so outstanding is the recognition of the need to consolidate your current business model into one that is referral-driven.
Think about it for a minute--if you have car problems, need a good doctor, or want to sign up for music lessons, who do you ask? Inevitably the answer usually is a friend or associate for a referral as to who THEY use. Based on this concept Cates' work expands upon intrinsically human relationships and provides a variety of techniques for business professionals (although this book has utility outside the business world, it is primarily written for individuals/companies looking to exponentially grow their client base using a referral-based approach to marketing) to strengthen existing relationships while simultaneously generating new business.
Cates divides his book into five parts, "baby-steps" if you will, of changing from the old standard of cold calling (Brrrrr cold indeed and fineable now too under the Do-Not-Call list!) to adopting a referral-based business.
Part One "The Foundation: Adopt a Referral Mindset" lays the track for the rest of the book and makes the reader mentally itemize why in fact referral-based marketing is superior.
Part Two "The First Skill: Enhance Your Referability" describes the actions you need to take that will result in clients placing more confidence if your abilities.
Part Three "The Second Skill: Prospect for Referrals" provides step-by-step instruction on HOW to get qualified referrals in the door.
Part Four "The Third Skill: Strategic Networking" goes one step beyond Part Three and now delves into the necessity of getting your office/company on board with the referral method transitioning to a holistic concept of a referral-based corporate strategy.
Part Five "The Fourth Skill: Target Niche Markets" delves into the intricacies of selecting profitable key areas to focus your referral-based approach on capturing more business.
Cates's greatest accomplishment I think in this book is its ease of use and practicability. "Get More Referrals Now!" does just that; similar to Tony Robbins philosophy in "Awaken the Giant Within" Cates focuses on modifying your perception on the value of a concept which in this case is the referral. With increasing legislature limiting cold calling to business to business and limited consumer buy-in calls, Cates' book is more relevant and necessary than ever.
Of the dozen or so books I've read over the past couple weeks, I'm ordering enough of this book and one on scuba diving I really enjoyed to use as stocking-stuffers for my friends and associates. A great read and one of those books where your initial investment of time and money will provide a lasting and valuable income stream. Five stars.
23 von 27 Kunden fanden die folgende Rezension hilfreich
Best book on sales I've ever read.
16. Januar 1999
Format:Gebundene Ausgabe
I've been in sales for almost 20 years. This is the best book I've ever read. It's easy to read and has a ton of ideas. I'm on my second reading and it's already put money in my pocket. Bill Cates has delivered a comprehensive approach to the referral process that makes it easy, fun, and produces results!
9 von 9 Kunden fanden die folgende Rezension hilfreich
Let somebody else do the selling for you
24. Dezember 2006
Format:Taschenbuch
Referrals now is an excellent book that explains how to obtain more business by asking for referrals. Most friends and existing clients are more than willing to recommend your product or sevices if you just ask for it. Sales people sometimes view asking for referrals as a sign of weakness or problems in the business. This is not true.
If you want to build up a business very quickly without a lot of overhead, this is the best method. It would be adviseable to first read the book "Masters of Networking" by Ivan R. Misner. Referral business has a lot to do with networking, so you must be ready to do favors for other people who help you out. Forgetting to help somebody else who has helped you will be very detrimental to your business.
Just asking somebody for a referral is not really good enough but asking the person for a personal introduction increases your chances dramatically for closing the deal.
Don't read the book all in one go. Read a chapter, think about how you can apply it, write down what you think is best for you and experiment with it.
If you want to build up a business very quickly without a lot of overhead, this is the best method. It would be adviseable to first read the book "Masters of Networking" by Ivan R. Misner. Referral business has a lot to do with networking, so you must be ready to do favors for other people who help you out. Forgetting to help somebody else who has helped you will be very detrimental to your business.
Just asking somebody for a referral is not really good enough but asking the person for a personal introduction increases your chances dramatically for closing the deal.
Don't read the book all in one go. Read a chapter, think about how you can apply it, write down what you think is best for you and experiment with it.
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