Description
Book Synopsis‘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
Trade ReviewA useful book with plenty of examples and lessons to help you grow your customer base. The 7 Steps are implementable, and the book is written in a very readable style. A useful resource for those seeking to grow their business - now!
* NetGalley *
This book is thoughtfully laid out with worksheets to help me focus on who I should ask for a referral from within my network and get organized around the whole subject of referrals. I am now creating a plan and beginning to execute it!
* Amazon *
Why haven't I been doing this?
It seems so simple and obvious but so many people just aren't doing it, or aren't doing it in the right way. I've already started putting Graham Eisner's wise words into practice and seeing the benefits to my business.
* Amazon *
Table of ContentsForeword
Key Takeaways
PART ONE Don’t Hold Back
Chapter 1 Why Ask?
Chapter 2 The Number One Strategy
Chapter 3 Why People Don’t Ask
Chapter 4 Make It Easier for Yourself
Chapter 5 Improving Your Confidence
PART TWO How to Ask for Referrals: A 7-Step Plan
Chapter 6 Preparing to Ask (Steps 1 & 2)
Chapter 7 Leading the Conversation (Steps 3, 4 & 5)
Chapter 8 Preparing Your Client (Step 6)
Chapter 9 Following Up Effectively (Step 7)
PART THREE Thinking Laterally
Chapter 10 Asking for Referrals from Intermediaries
Chapter 11 Asking Friends and Family
Chapter 12 Making the Most of Internal Referrals
Chapter 13 Using Networking to Ask for Referrals
Postscript Asking in a Pandemic
Appendix Summary Points Overview from each Chapter
