Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

Authors: Bill Cates

Published: March 2013

eISBN: 9780071791670 0071791671 | ISBN: 9780071791663

Cover

About the Author

Title Page

Copyright Page

Contents

Foreword

Preface

Acknowledgments

Introduction

Section I: Get More Referrals: Leverage Your Successful Relationships

1 Your Referral Mindset

2 Enhance Your Referability

3 Promote Referrals

4 Ask for Referrals

5 Create “Word of Internet”

Section II: Get More Introductions: Create Connections to Your New Prospects

6 Introduction Basics

7 Securing Effective Introductions

8 Event Marketing

Section III: Get More Appointments: Reach Your New Prospects and Begin the Conversation

9 Crafting Your Approach

10 Contacting Referral Prospects

11 Staying in Touch with Prospects

Section IV: Get More Clients: Confirm the New Relationship with High-Value Clients

12 Building Trust

13 Asking the Right Questions

14 Creating an Effective Sales Process

15 Talking About Your Value

16 Dealing Effectively with Objections

17 Asking for the Business

Appendix 1 What’s Your Referral Confidence Quotient?

Appendix 2 Professionals Never Stop Practicing

Appendix 3 Get Your Assistant or Staff Involved

Index