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

This book is for business professionals who attend networking groups, trade shows, and other events with the intent to find new clients and referral partners. You should purchase this book if you want to learn how to make more money, have more fun, build stronger/deeper professional relationships using a proven and effective system in order to receive more referrals. Follow this simple and easy to use ten-step process and grow your business. You will enjoy reading the success stories of other business professionals as well as some of the challenges they have worked through. A few things you will learn from this book: 1) Learn about the four DISC behavioral styles. 2) Determine what your best product or service offering should be. 3) How to create your Ideal Client one-page sheet to share with referral partners. 4) Identify which industries would make the best referral partners. 5) Learn what L2 + C2 = R2 means and how to use it. 6) Discover 33 ways to deepen your relationships. 6) Create an action plan for building credibility. 7) Create a Powerpoint presentation on how to train your referral partners. 8) Create a mastermind group with people that have a similar ideal client.

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

The definitive guide to turning casual contacts into solid sales opportunities In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities. "If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success." --Tom Hopkins, author of How to Master the Art of Selling "Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere." -- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor "I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder." --Alan Weiss, Ph.D., author Million Dollar Consulting "Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure." --Dottie Walters, author of Speak & Grow Rich "A no-nonsense approach to building your business through relationships." --Jane Applegate, syndicated Los Angeles Times columnist

The premier book in the new Ken Blanchard Series Describes a simple approach and system for getting a steady flow of new business through referrals from existing customers-no more cold calls! Nobody likes cold calls. And nobody really needs to make them. The Referral of a Lifetime teaches a step-by-step system that will allow anyone to generate a steady stream of new business through consistent referrals from existing customers and friends and, at the same time, maximize business with existing customers. Your customers and clients already know every new contact you will ever need to succeed-by applying Tim Templeton's system they will naturally refer them to you. The Referral of a Lifetime uses an entertaining fictional story to emphasize the importance of "putting the relationship first"-building an ongoing relationship with customers based on genuine respect and caring, rather than just making the sale and moving on. More than just teaching a system for increasing business success, The Referral of a Lifetime crystallizes people's desire to practice "the golden rule" in business and to be accepted as a professional with integrity and character. This straightforward and powerful book will ultimately change the way you look at all the relationships in your life. The Referral of a Lifetime is the first book in the brand new Ken Blanchard Series. Each book in this series will be hand-picked and introduced by Ken, and will offer simple truths and profound wisdom in Ken's trademark storytelling style.

Referred prospects usually turn into the best clients for your business. But getting more profitable referrals could become a challenge for seasoned professionals and newbies alike. Bestselling author and referral marketing authority, Tim Houston reveals how you can use 7 time-tested, basic and proven methods to get others to generate more, higher quality and higher paying referrals for your business. You will learn The 7 Referral Rules that will teach you... 1. How to discover three types of people who can continuously refer qualified prospects to you. 2. The one thing to do that that will always make people choose to refer to you versus your competitors. 3. How to uncover the potential referral gold mine that you already own! 4. A simple way to educate others to deliver referrals to you without too much effort (on their part!) 5. 8 step-by-step instructions on how to go back to the past to get tomorrow's referrals. 6. The #1 reason why people stop getting referrals and how you can prevent it from happening to you! 7. What you must do with every single referral you receive to ensure that future referrals will keep coming your way.