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CITATION

Weiss, Alan. Million Dollar Referrals: The Secrets to Building a Perpetual Client List to Generate a Seven-Figure Income. US: McGraw-Hill, 2011.

Million Dollar Referrals: The Secrets to Building a Perpetual Client List to Generate a Seven-Figure Income

Authors: Alan Weiss

Published:  September 2011

eISBN: 9780071769907 0071769900 | ISBN: 9780071769273
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  • Contents
  • Preface
  • Acknowledgments
  • About the Author
  • Chapter 1 Business Relationships are a Process, Not an Event: How to Create Long-Term Clients and Customers
  • The Characteristics of a Relationship Business
  • Initial Language and Behaviors to Stimulate Leverage
  • The Criteria for High-Potential, Long-Term Clients
  • The 10 Critical Dos and Don’ts
  • The Best Positioning for You
  • Chapter 2 The Annuity Factor: I Will Still Love You in the Morning
  • Creating a Million Dollar Consulting[sup(®)] Accelerant Curve
  • Adjusting to the Styles of Buyers
  • Why and When Perceptions of Value Follow Higher Fees
  • The Client Potential Bell Curve
  • Allowing the Buyer to Buy (More and More)
  • Chapter 3 Expanded Business: Why More, Not Less, is Better for the Client
  • Why No Good Deed (Project) Should Go Unrewarded (Expanded)
  • “If You Think This Is Good”: Demonstrating Leverage
  • Moving Up, Down, Inside, Outside, and All Around
  • Language Template
  • When You Hit the Ceiling, and How to Go Through It
  • Chapter 4 The Platinum Standard: Asking for Referrals is Doing Three People a Favor
  • The Mentality of Value, Not Sales
  • Positioning the Request and Following Up
  • Priming the Pump (Not Taking No for an Answer)
  • Approaching the Third Party Irresistibly
  • How to Reward and Stimulate Referral Sources
  • Chapter 5 Institutionalizing Your Presence: How Dogs Set the Standard for Being Invited in and Never Leaving
  • Joining Internal Groups
  • Providing Extra Value (without Losing Your Shirt)
  • Creating Lateral Contacts
  • Sharing Ownership of Intellectual Property
  • Demonstrating Unique Value (Sole Source Soul)
  • Interlude: My Greatest Referral
  • Chapter 6 The Cult of Ceyk (Call Everyone You Know): Careful Where You Step; You're Crushing Referrals
  • Untapped Referral Sources Around You
  • Creating “Soft” Referral Requests
  • Using Social and Civic Mechanisms
  • Language Template
  • If and When to Pay Referral Fees
  • Chapter 7 Referral Ammunition: Assembling Testimonials, Endorsements, and Love Letters
  • Ask Earlier than You Would Think
  • Using Technology to Exponentially Improve Impact
  • Coauthoring, Coproducing, and Cooperating
  • Language Template
  • Keeping Current while Showing Consistency
  • Chapter 8 You Can Go Home Again—Revisiting Past Clients: Hey, Aren’t You . . .?
  • Maintaining Contacts
  • Tracking Key People
  • Creating Communities
  • Utilizing Past Clients in Current Promotions
  • Chapter 9 The Diamond Standard: Creating Retainers and Evergreen Clients
  • Converting to “Access to Your Smarts”
  • Guilt-Free Relationships when People Rarely Need You
  • The Picasso Rule: You Know Where to Put the Paint
  • Price Guidelines for Retainers
  • Retainers for Life (AKA “the Vault”)
  • Chapter 10 The Kaleidoscope: The Discipline and Focus for Permanent Referrals
  • Referrals from Colleagues
  • Weekly Routines
  • Providing Referrals for Reciprocity
  • The Referral Referral (No Kidding)
  • Referrals while You Sleep
  • Index