How to Get Referrals
In his book, Endless Referrals, Bob Burg redefines key words and phrases like business inventory and commodities.
He encourages us to focus on improving their attitude (posture) so our prospects will respond positively, because they assume the product or service offered is of value to them.
The major focus of his book, therefore, is "how to" get people to know, like, and trust you.
" Mr.
Burg also took the edge off implementing the networking process by helping us understand the enormous opportunity we have to develop a "sphere of endless influence.
" Whenever we choose to network, we open doors to networks of those people who are part of our network.
This network becomes an integral part of our business inventory.
According to Mr.
Burg, identifying the system is the solution.
It doesn't matter what area we choose to succeed, it is important for us to find a system that has been proven to work and apply that system to our own efforts.
In Endless Referrals, Mr.
Burg also provides a variety of useful, easy to implement tools, tips, and strategies including: Ten networking questions that work every time; Seven steps to ensure your success in at a business function; 10 Tips for Telephone Success; and Seven Networking Principles.
He also reviews a step-by-step process on how to "train" people so they are able to maintain a picture of what you offer and can provide anyone in their network with your "benefits statement.
" According to Mr.
Burg, there are three types of referrals.
The "A" List (those ready to buy your product or service when they show up); The "B" list (you have to work a little more and you may have have to answer some objections); and the "C" list (may refer you to someone else).
He then puts us to work utilizing the resources he provides in order to build our own endless referral base.
Mr.
Burg concludes this comprehensive overview by suggesting we learn how to position our product or service through media--specifically, by writing articles.
He then demonstrates how easily this can be accomplished.
Endless Referrals is an easy and worthwhile read.
If you have a product or service, want to build your business, and want an endless stream of referrals while maintaining control over your valuable time, this is the book for you.
He encourages us to focus on improving their attitude (posture) so our prospects will respond positively, because they assume the product or service offered is of value to them.
The major focus of his book, therefore, is "how to" get people to know, like, and trust you.
" Mr.
Burg also took the edge off implementing the networking process by helping us understand the enormous opportunity we have to develop a "sphere of endless influence.
" Whenever we choose to network, we open doors to networks of those people who are part of our network.
This network becomes an integral part of our business inventory.
According to Mr.
Burg, identifying the system is the solution.
It doesn't matter what area we choose to succeed, it is important for us to find a system that has been proven to work and apply that system to our own efforts.
In Endless Referrals, Mr.
Burg also provides a variety of useful, easy to implement tools, tips, and strategies including: Ten networking questions that work every time; Seven steps to ensure your success in at a business function; 10 Tips for Telephone Success; and Seven Networking Principles.
He also reviews a step-by-step process on how to "train" people so they are able to maintain a picture of what you offer and can provide anyone in their network with your "benefits statement.
" According to Mr.
Burg, there are three types of referrals.
The "A" List (those ready to buy your product or service when they show up); The "B" list (you have to work a little more and you may have have to answer some objections); and the "C" list (may refer you to someone else).
He then puts us to work utilizing the resources he provides in order to build our own endless referral base.
Mr.
Burg concludes this comprehensive overview by suggesting we learn how to position our product or service through media--specifically, by writing articles.
He then demonstrates how easily this can be accomplished.
Endless Referrals is an easy and worthwhile read.
If you have a product or service, want to build your business, and want an endless stream of referrals while maintaining control over your valuable time, this is the book for you.
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