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Get More Referrals Now! Paperback – March 30, 2004
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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
- Print length224 pages
- LanguageEnglish
- PublisherMcGraw Hill
- Publication dateMarch 30, 2004
- Dimensions5.9 x 0.59 x 8.9 inches
- ISBN-100071417753
- ISBN-13978-0071417754
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From the Publisher
Bill Cates (Silver Spring, MD) is president of Referral Coach International. The nation's foremost expert on increasing sales through highquality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually.
From the Back Cover
- Eliminate Cold Calling Forever
- Get Prospects Returning Your Calls
- Form Powerful Referral Alliances
- Create an Unlimited Flow of Quality Prospects
Referrals: The most powerful way to sell!
Selling in today's business environment is more challenging than ever. But the secret to success isn't longer hours and more phone calls; it's getting better referrals. Sales expert Bill Cates's system of referral-based marketing turns every business contact into a relationship--and every relationship into a sales success. You'll learn how to:
- Sell without worrying about Do-Not-Call Lists
- Develop a powerful referral mindset
- Network strategically for better results
- And much more!
If you want to bring in more qualified leads and close more sales than you ever imagined, don't work harder, work smarter--with Get More Referrals NOW!
"In the three months since of implementing Bill Cates' Referral Marketing System, we have experienced an unprecedented increase in sales. Bill Cates' Referral Marketing system works!"--Vincent Arena, Executive Vice-President & Chief Administrative Officer, FCLIC
"The answer to the Do-Not-Call List is The Unlimited Referrals Marketing System® from Bill Cates. In today's environment you need to get connected to the prospect in a compelling way. This system accomplishes that."--Bob Walker, MassMutual Financial Group
"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% higher than the national average for our company."--Tim Holland, Field Vice President, American Express Financial Advisors
Bill Cates is President of Referral Coach International. A twenty-eight-year sales veteran, he currently consults for such clients as American Express, Merrill Lynch, Andersen Windows, MassMutual Financial Group, and Mutual of Omaha.
About the Author
Bill Cates (Silver Spring, MD) is president of Referral Coach International. The nation's foremost expert on increasing sales through highquality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually.
Product details
- Publisher : McGraw Hill; 1st edition (March 30, 2004)
- Language : English
- Paperback : 224 pages
- ISBN-10 : 0071417753
- ISBN-13 : 978-0071417754
- Item Weight : 10.7 ounces
- Dimensions : 5.9 x 0.59 x 8.9 inches
- Best Sellers Rank: #426,214 in Books (See Top 100 in Books)
- #307 in Customer Relations (Books)
- #420 in Leadership Training
- #1,292 in Sales & Selling (Books)
- Customer Reviews:
About the authors
Nobody understands and teaches the referral process better than Bill Cates. Bill has helped large companies cut hundreds of thousands of dollars in marketing expenses. And Bill has helped over 200,000 small business owners and salespeople build thriving referral-based businesses.
Bill's newest book, Radical Relevance, will help you sharpen your marketing message, cut through the noise, and win more ideal clients.
Bill’s referral system has been featured in such publications as Success Magazine, Entrepreneur Magazine, and Selling Power. And his own business success has been featured in Money Magazine.
Subscribe to Bill's You Tube channel Referral Coach TV - www.ReferralCoachTV.com
Get FREE guides and other business-building tools here: www.ReferralCoach.com/resources
Bill loves adventure travel. He has recently climbed Mt. Kilimanjaro and Adventured in the Arctic Circle.
As the creator of the Unlimited Referrals' Marketing System, Bill Cates has revolutionized the way financial professionals are using referrals and other powerful marketing strategies to attract more clients and increase sales! Organizations having been calling on Bill since 1996 to help them boost the productivity of their representatives. Veterans learn how to successfully leverage their base of loyal clients. Rookies get the right strategies from the very start of their career.
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Cates' four cornerstones that he talks about are:
1. get into the referral mindset
2. enhance your referability
3. prospect for referrals
4. network strategically
First up, if you want to increase the number of referrals that you or your business gets, this book will help you do it. There is concrete, actionable information in here that will be a great help. The sales scripts in particular in section 3 were fantastic. It's a great framework to use. There's also some great info in part 2 about how to enhance your referability - what this really means is improving the experience for your customers. Again, it'll give you a ton of ideas on how to do exactly that, and a checklist to run down to generate ideas. Really useful.
Having said all that, this book wasn't perfect:
- The whole first section essentially convinces you that referrals are a great way to build your business, much better than cold-calling. Well, duh. That's why I bought this book. It felt like filler content.
- Every chapter starts with a testimonial from a business owner or salesperson that has been to one of Cates's seminars or talks. This was just unnecessary and mildly annoying by the end of the book.
- There's also a copyright notice at the start of every chapter. Why?
- Some of the info in here seemed a little old-fashioned or cliche, like sending a pre-written letter to your customer that they can then send to a friend with an added PS from themselves, as opposed to just an email introduction (which would be much quicker and easier).
These are minor quibbles though - assuming you're already bought in to the idea of increasing your business via referrals, just skip the first section and flick past the first couple of pages in each chapter, and you'll find some great content in here.