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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.
Follow the simple processes provided in this book, and you'll never have to worry about getting more high-value clients.
- Sales Rank: #51603 in Audible
- Published on: 2015-12-18
- Format: Unabridged
- Original language: English
- Running time: 356 minutes
Most helpful customer reviews
2 of 2 people found the following review helpful.
THE book on referral selling.
By claude whitacre
As a business author myself, I keep up on new methods of selling and prospecting. Wow. I read this book, after reading Bill Cate's first book Get More Referrals Now, and I'm glad I did.
Here, you'll find out that "Introductions" are the key to making referrals work. You'll lean how to use e-mail to get introduced to prospects (Something I hadn't done before) and how to use voice mail and Twitter.
You get several script examples for every approach, and the book is jammed with actionable advice. Truly THE book on referral selling in 2013 and beyond.
I've read the 10 most popular books (on Amazon) on referral selling, and this one was the best of the litter. It's obvious Mr. Cates uses these exact same methods to sell his referral seminars...of course...by referral.
His take on "Elevator speeches" was eye opening too.
It's rare that sales ideas can be lifted straight out of a book, and used in the field. But I found several scripts that I'm using as is They are that good.
4 of 5 people found the following review helpful.
An important strategy for winning new business
By John Gibbs
Referrals cost you nothing to acquire, they let you start at a higher point of trust, they make price less of an issue, your sales process moves faster, your closing ratio is higher, your sales are often larger, and your new prospects and clients are more likely to follow your suggestions, according to Bill Cates in this book.
How do you go about getting more referrals and maximising the advantage to your business from those referrals? It starts by leveraging existing relationships and creating a process to generate referrals. Once a client indicates a willingness to give you a referral, you do your best to covert that into an introduction. You then convert the introduction into an appointment, and hopefully your appointment results in a new client, whom you can ask to provide new referrals.
I certainly agree that the easiest and most productive source of new work, after new work from existing clients, is work from new clients referred by existing clients; however, the willingness of existing clients to give referrals is proportional to their level of satisfaction with the services you provide, so the referral process really starts with providing exceptional service. If your service is only mediocre, you cannot expect to benefit from referrals, no matter how hard you seek them.
Subject to that disclaimer, I found the book quite helpful and interesting. Like other aspects of sales, referrals work best if you use them naturally and with integrity, but they work much better for you if you recognise their importance and plan for them.
4 of 5 people found the following review helpful.
Great Info!
By Lester A. Picker
Just finished reading Beyond Referrals by Bill Cates and all I can say is Wow! I have been a Cates fan ever since I read his first book, Get More Referrals Now! As a small business owner, I have put his suggestions to use the past five years and have seen my business grow considerably.
The thing is that his ideas make sense. Cates writes in a clear voice that's not condescending or "preachy." I found his suggestions to be highly practical and easily implemented. Once you get the hang of it, the process of asking for referrals becomes second nature.
Cates' ideas got me to thinking more creatively about referrals and I recently started a wine-and-cheese party promotion after each of my big photo installations for clients. I pay for the event and the client invites referral potentials to the event. They get to see my work and, as Cates points out, I have instant credibility by virtue of my client inviting them. It never fails to land new clients.
I recommend the book for those seeking to boost their business with a proven methodology.
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