Book Review: Endless Referrals
Book Review: Endless Referrals
Endless Referrals picks up where Networking Magic leaves off - what to do after your initial conversation. It’s based around the core belief: All things being equal, people will do business with, and refer business to, those people they know, like, and trust. You must first get to know people, then to like you, then to trust your advice. Of course, you must also have a product or service that is high-quality (if you don’t, improve your issues internally before trying to attract referrals).
The author (Bob Burg) starts by listing 7 steps that will ensure your success at business functions. These steps are similar to Networking Magic’s - ask questions, listen, and be of use.
1. Adjust your attitude. Realize that the purpose of attending this function is to work and build your network.
2. Work the crowd. Be pleasant and approachable.
3. Introduce yourself to someone new. If possible, have that person be a Center of Influence.
4. After the introduction, invest 99.9 percent of the conversation in asking that person questions about herself and her business. Do not talk about yourself and your business.
5. Ask for your networking prospect’s business card.
6. Later on, pop back by and call that person by name.
7. Introduce people you have met to others and help them find ways to benefit one another.
I will almost always follow up with the conversation with an email, mentioning what we talked about, and then asking them if they would be interested in my services. Endless Referrals’ strategy is different. Don’t ask them if they want anything that you’re selling (since you met in a business setting, it’s assumed that you are selling something). Instead, stay in touch with your prospects, and make it your “job” to be of service to your prospects - finding them leads (you asked when you first met them, what is an ideal lead for you). This is the law of “Successful Giving and Successful Receiving”.
The author suggests using hand-written note cards instead of email (with your photo on the card). Handwritten notes will be opened, and your photo will subliminally act as a reminder of who you are (not everyone can remember what people look like, but seeing the same face makes you seem more familiar, and therefore trustworthy).
There are chapters devoted to cold-calling (how to get past the gate keeper), using the Internet, positioning yourself as an expert, cross-promotions, and more.
Book Review Endless Referrals - To learn more about this author, visit Jay Hamilton-Roth's Website.
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As a small business owner, I’m always searching for ways to build my list of referrals. Two previous books I’ve reviewed (Brag! and Networking Magic) also described strategies for building referrals, but this book is my new favorite.
Endless Referrals picks up where Networking Magic leaves off - what to do after your initial conversation. It’s based around the core belief: All things being equal, people will do business with, and refer business to, those people they know, like, and trust. You must first get to know people, then to like you, then to trust your advice. Of course, you must also have a product or service that is high-quality (if you don’t, improve your issues internally before trying to attract referrals).
The author (Bob Burg) starts by listing 7 steps that will ensure your success at business functions. These steps are similar to Networking Magic’s - ask questions, listen, and be of use.
1. Adjust your attitude. Realize that the purpose of attending this function is to work and build your network.
2. Work the crowd. Be pleasant and approachable.
3. Introduce yourself to someone new. If possible, have that person be a Center of Influence.
4. After the introduction, invest 99.9 percent of the conversation in asking that person questions about herself and her business. Do not talk about yourself and your business.
5. Ask for your networking prospect’s business card.
6. Later on, pop back by and call that person by name.
7. Introduce people you have met to others and help them find ways to benefit one another.
I will almost always follow up with the conversation with an email, mentioning what we talked about, and then asking them if they would be interested in my services. Endless Referrals’ strategy is different. Don’t ask them if they want anything that you’re selling (since you met in a business setting, it’s assumed that you are selling something). Instead, stay in touch with your prospects, and make it your “job” to be of service to your prospects - finding them leads (you asked when you first met them, what is an ideal lead for you). This is the law of “Successful Giving and Successful Receiving”.
The author suggests using hand-written note cards instead of email (with your photo on the card). Handwritten notes will be opened, and your photo will subliminally act as a reminder of who you are (not everyone can remember what people look like, but seeing the same face makes you seem more familiar, and therefore trustworthy).
There are chapters devoted to cold-calling (how to get past the gate keeper), using the Internet, positioning yourself as an expert, cross-promotions, and more.
Book Review Endless Referrals - To learn more about this author, visit Jay Hamilton-Roth's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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