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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

© 2013
by Bill Cates

1st Edition Active, In-Print 240 Pages Softcover
9780071791663 0071791663

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$18.95

More Introductions! More Appointments! More Clients!

You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals.

While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients.

"Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife

"Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals

"Beyond Referrals explains how to avoid leaving money on the table from what I call the 'second
sale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice."
-- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals

This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI

CONTENTS

FOREWORD v i i

PREFACE x

ACKNOWLEDGMENTS x i i i

INTRODUCTION 1

SECTION I

Get More Referrals: Leverage

Your Successful Relationships 7

1 Your Referral Mindset 9

2 Enhance Your Referability 17

3 Promote Referrals 27

4 Ask for Referrals 39

5 Create "Word of Internet? 67

SECTION II

Get More Introductions:

Create Connections to Your New Prospects 79

6 Introduction Basics 81

7 Securing Effective Introductions 89

8 Event Marketing 99

SECTION III

Get More Appointments: Reach Your New

Prospects and Begin the Conversation 113

9 Crafting Your Approach 115

10 Contacting Referral Prospects 131

11 Staying in Touch with Prospects 153

SECTION IV

Get More Clients: Confirm the New
Relationship with High-Value Clients 163

12 Building Trust 167

13 Asking the Right Questions 177

14 Creating an Effective Sales Process 185

15 Talking About Your Value 197

16 Dealing Effectively with Objections 215

17 Asking for the Business 221

APPENDIX 1

What's Your Re fe rral Confidence Quotient? 225

APPENDIX 2

Professionals Never Stop Practicing 228

APPENDIX 3

Get Your Assistant or Staff Involved 231

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