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The Referral Mindset
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Author :Kerry Johnson, MBA, Ph.D. Publisher :Gildan Media LLC aka G&D Media ISBN 13 :172252278X Total Pages :109 pages Book Rating :4.7/5 (225 download)
Book Synopsis The Referral Mindset by : Kerry Johnson, MBA, Ph.D.
Download or read book The Referral Mindset written by Kerry Johnson, MBA, Ph.D. and published by Gildan Media LLC aka G&D Media. This book was released on 2021-07-22 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: Referrals are the most effective way of getting business you will ever use. In fact, referrals are 35% more likely to do business with you and will give you 25% more money. But referrals also are among the most difficult to get. Asking for referrals is a mix of skills, confidence and mindset. Most referral generation techniques don’t work. Now Kerry Johnson MBA, Ph.D. will show you the ones that do. Learn: • How to develop a results-focused mindset • Proven techniques in gaining 5 to 10 referrals every week • How to segment your client base • The steps to incumbent advisor relationship • How to get mass referrals from centers of influence
Download or read book Endless Referrals written by Bob Burg and published by McGraw-Hill Companies. This book was released on 2002 with total page 954 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bestselling author Bob Burg's winning strategies have helped thousands of professionals and entrepreneurs to successfully network. Updated with all new information, this book contains diverse business opportunities, including the essential rules of networking etiquette.
Book Synopsis The Referral Engine by : John Jantsch
Download or read book The Referral Engine written by John Jantsch and published by Penguin. This book was released on 2010-05-13 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you. The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends-it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch's strategies include: -Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening. -The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical. -Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to. The secret to generating referrals lies in understanding the "Customer Referral Cycle"-the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine. This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget.
Book Synopsis Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold by : Bill Cates
Download or read book Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold written by Bill Cates and published by McGraw Hill Professional. This book was released on 2004-04-21 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Download or read book Just Ask! written by Graham Eisner and published by Practical Inspiration Publishing. This book was released on 2022-01-10 with total page 189 pages. Available in PDF, EPUB and Kindle. Book excerpt: ‘A trusted referral is the holy grail of advertising' – Mark Zuckerberg The fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from your network; clients, intermediaries, family, friends, and existing and former colleagues. And yet most sales professionals don’t ask, or if they do, they end up making themselves and their client feel awkward. Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His 7-step plan helps salespeople understand their own reluctance, change their mindset, and apply practical techniques so they can ask in a way that’s both natural and effective. From preparation before the meeting and identifying the ‘bridge line’ to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately. Graham became one of Goldman Sachs’s most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Julius Baer, and Deutsche Bank, as well as smaller businesses. Foreword by Brett Lankester Former Chief Executive Officer, London, Union Bancaire Privée
Book Synopsis Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by : Bill Cates
Download or read book Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients written by Bill Cates and published by McGraw Hill Professional. This book was released on 2013-03-26 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis Generating Business Referrals Without Asking by : Stacey Brown Randall
Download or read book Generating Business Referrals Without Asking written by Stacey Brown Randall and published by Morgan James Publishing. This book was released on 2018-07-03 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Clear, creative, compelling . . . This book is a must read for anybody who wants to power their business through high-octane referrals.” —Ken Samuelson, Principle, The Morehead Group Every business needs referrals from satisfied clients. A good referral can lead to a closed sale faster and easier than any other lead. But let’s face it. Asking for referrals can be awkward. And asking is often ineffective. That’s why Stacey Brown Randall developed a method of getting referrals—without asking. In her book Generating Business Referrals Without Asking, she shares her system for revolutionizing any business. Her structured approach reduces the hustle and increases productivity and profit. With Randall’s system, you can stop wasting time and money marketing to cold leads and stalking would-be clients on social media. And you can start doing what you love most—providing the excellent service that made you go into business in the first place. In Generating Business Referrals Without Asking, you’ll get Randall’s five steps to steady business growth, case studies from business professionals, and a step-by-step roadmap that even the busiest business owner can implement. “Stacey shows you how to unleash a referral explosion by turning your referral strategy on its head . . . You will also learn the steps on how to build a referral generation plan that you can follow for years to come, bringing in more referrals than you can imagine.” —Pat Hiban, New York Times–bestselling author of 6 Steps to 7 Figures
Book Synopsis The Outward Mindset by : , The Arbinger Institute
Download or read book The Outward Mindset written by , The Arbinger Institute and published by Berrett-Koehler Publishers. This book was released on 2016-06-13 with total page 189 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unknowingly, too many of us operate from an inward mindset—a narrow-minded focus on self-centered goals and objectives. When faced with personal ineffectiveness or lagging organizational performance, most of us instinctively look for quick-fix behavioral band-aids, not recognizing the underlying mindset at the heart of our most persistent challenges. Through true stories and simple yet profound guidance and tools, The Outward Mindset enables individuals and organizations to make the one change that most dramatically improves performance, sparks collaboration, and accelerates innovation—a shift to an outward mindset.
Book Synopsis Raving Referrals by : Brandon Barnum
Download or read book Raving Referrals written by Brandon Barnum and published by . This book was released on 2021-09-28 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis A Mind for Sales by : Mark Hunter, CSP
Download or read book A Mind for Sales written by Mark Hunter, CSP and published by HarperCollins Leadership. This book was released on 2020-03-31 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
Download or read book Referral Revolution written by Chris Chan and published by MDP Academy Pte Ltd. This book was released on 2013 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: Referral Revolution (Second Edition)is definitely a must-have for any sales professionals who desire to develop a continous stream of prospects and clients to meet. Whether you are new, struggling or stagnating in your sales or in any business, Referral Revolution can transform and improve your sales to a whole new level you never thought you can. “Chris Chan’s new book is quite simply fantastic! What makes Referral Revolution such a compelling read is that we finally have a dynamic new way of approaching a subject which we have all tried to master for as long as we have been in business. Within any profession, the search is always on for the new authority on a particular subject and in respect of building clients and contacts through referrals, we may well have found ours in Chris Chan.” -Sandro Forte. Author of Best Selling Book “Dare To Be Different", Speaker and 20 year MDRT Top of the Table Producer (United Kingdom) Pick up your copy of Referral Revolution (Second Edition) today to kickstart your referral numbers and stop worrying about where to find your next client!
Author :Kerry Johnson MBA, Ph.D. Publisher :Gildan Media LLC aka G&D Media ISBN 13 :172252670X Total Pages :154 pages Book Rating :4.7/5 (225 download)
Book Synopsis Mastering the Virtual Sale by : Kerry Johnson MBA, Ph.D.
Download or read book Mastering the Virtual Sale written by Kerry Johnson MBA, Ph.D. and published by Gildan Media LLC aka G&D Media. This book was released on 2021-11-09 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: The way we do business in the US and across the world has changed. We now meet through Zoom, Skype, Meet and Teams. Those who sell virtually are likely to suffer a longer sales process. There is less trust generated o a virtual platform vs. face-to-face. Since 82% of communication is non-verbal, virtual communication is difficult. There are many challenges in selling virtually. Virtual communication prevents us from generating as much trust as we could in face-to-face selling. The Virtual Sale is more abbreviated and condensed than a face-to-face engagement. It is also difficult to book appointments from Virtual Webinars. It is harder to close virtually since it is so easy for prospects and clients to stall you. Most business strategists believe that virtual communication is here to stay. Either you learn how to communicate on the virtual platform or your sales will permanently suffer. But if you can Master the Virtual Sale, your production will be even greater than in a face-to-face environment. In Mastering the Virtual Sale, you will learn how to: Create trust using the virtual platform Book webinar appointments that don't cancel Increase your sales by 38% in 30 days using Virtual Sales techniques. Prevent framing, sound and video distractions Use the 5 Step Bridge to talk prospects and clients into buying from you. Explode your business with the "7 Strategies" Kerry Johnson, MBA, Ph.D is an international speaker and the bestselling author of thirteen books. He has taught at Harvard, Oxford and Purdue universities. He currently writes for fifteen national sales and management monthly magazines.
Book Synopsis High-Profit Prospecting by : Mark Hunter, CSP
Download or read book High-Profit Prospecting written by Mark Hunter, CSP and published by AMACOM. This book was released on 2016-09-16 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
Book Synopsis The Referral of a Lifetime by : Tim Templeton
Download or read book The Referral of a Lifetime written by Tim Templeton and published by Berrett-Koehler Publishers. This book was released on 2016-08-01 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your Best Prospects Are Referred Prospects! 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, qualified referrals while retaining and maximizing business with existing customers. Tim Templeton emphasizes the importance of applying the golden rule in business—putting the relationship with your customer first, rather than just making the sale. This second edition adds a technique for creating a profile of your ideal customer and explains how to reach the tipping point on online reviews and testimonials so you can expand your business 24/7. Your customers, colleagues, and friends already know every new contact you will ever need to succeed. When you apply Tim Templeton's system, they will naturally refer those potential new customers to you.
Book Synopsis Selling Services by : Clifton Warren
Download or read book Selling Services written by Clifton Warren and published by Taylor & Francis. This book was released on 2023-09-11 with total page 167 pages. Available in PDF, EPUB and Kindle. Book excerpt: More than ever, our economy relies on the service industries – but selling services is far different from selling tangible products. This book demystifies the selling of intangibles and teaches the required skills to grow any professional service business. Leveraging his 30 years’ experience, leading sales expert Clifton Warren offers 26 lessons to help readers navigate the selling of complex and intangible solutions. Each chapter covers an important concept from A (Accountability) to Z (Zigzagging) in a concise and readable format, including a "to-do" action list that makes the book both a workbook and a study guide. By successfully applying the steps discussed in each chapter, professionals will substantially improve their performance and results, and anyone looking to drill down into specific topics will find additional resources to explore. B2B sales professionals in banking, insurance, finance, and other services, and small business owners such as lawyers, architects, and engineers, as well as professionals transitioning into sales roles, will appreciate the thorough and easy-to-follow guidance that this book provides.
Book Synopsis Continuous Sales Improvement by : Eric Lofholm
Download or read book Continuous Sales Improvement written by Eric Lofholm and published by Morgan James Publishing. This book was released on 2021-07-06 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: What’s the secret to succeeding at sales? In Continuous Sales Improvement, master sales trainer Eric Lofholm reveals the simple but powerful strategy he’s taught to tens of thousands of students that anyone can use to improve their sales performance. Eric’s message is that those who are not good at sales can become good, and those who are already good can become great simply by making small, continuous improvements in four key areas: self-improvement, sales skills, product and service knowledge, and technology. He gives readers a game plan for making improvements in each of these areas and provides hundreds of detailed strategies, practical exercises, and actionable instructions to use immediately to begin improving sales results. Each chapter includes a convenient at-a-glance summary, and there’s a quick-review guide so that readers can easily use Continuous Sales Improvement as an ongoing reference. Continuous Sales Improvement includes case studies from legendary figures in the history of sales, plus interviews with some of today’s top performers. It also includes tips for selling in specific industries, including real estate, insurance, financial services, and network marketing. Those who are a salesperson, a sales trainer, or just a business owner who wants better sales results, Continuous Sales Improvement is a must-have.
Book Synopsis New Mindset, New Results by : Kerry Johnson
Download or read book New Mindset, New Results written by Kerry Johnson and published by Gildan Media LLC aka G&D Media. This book was released on 2019-04-01 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Mind-expanding—and potentially even life-altering—advice on both a personal and business level” –Kirkus Reviews Your Mindset impacts everything you think, say and do. Your Mindset creates hope and hopelessness, success and failure. It is the software your brain uses to create attitude, experience, and achievement. It is also the filter that builds behavior. Your Mindset causes you to blame others for failure or learn from experienc e. Your Mindset helps you make sense of everything that happens. It is the prism through which you experience life. Research has shown those with a Results-Focused, Growth Mindset make more money and are happier than those who choose to limit themselves. Those with a fixed Mindset make excuses for setbacks instead of learning from mistakes. Your Mindset will help you build self-confidence and self-discipline. It will help you overcome any obstacle and any problem. In New Mindset New Results, discover how: TO ACHIEVE YOUR GOALS WITH A NEW RESULTS MINDSET TO BUILD A RESULTS-FOCUSED MINDSET YOUR MINDSET CHANGES YOUR BRAIN GREAT LEADERS USE A RESULTS MINDSET TO ACHIEVE THEIR GOALS TO DEVELOP A RESULTS MINDSET IN YOUR KIDS
