The definitive guide to turning casual contacts into solid sales opportunities In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities. "If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success." --Tom Hopkins
"Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere." -- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor
"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder." --Alan Weiss, Ph.D., author Million Dollar Consulting
"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure." nbsp;nbsp;nbsp;nbsp;nbsp;nbsp;nbsp;nbsp;nbsp;nbsp;nbsp; --Dottie Walters, author of Speak & Grow Rich
Endless ReferralsNetwork your
everyday contacts into sales
by Bob BurgISBN 0-07-146207-4
(3rd ed, paperback)
Endless Referrals is a good primer on how to network by focusing on what you can give to others, and it has great tips for how to ask for referrals. The key point of the book is that people give business to those they know, like, and trust, and the book is filled with things you can do to build that trust.
The book repeatedly emphasizes the importance of personalized notes with pictures and contact information on them.
Pages 16 to 19 list ten networking questions that work every time because they make people feel good.
How did you get your start in the ________ business?
What do you enjoy most about your profession?
What separates you and your company from the competition?
What advice would you give someone just starting in the ________ business?
What one thing would you do with your business if you knew you could not fail?
What significant changes have you seen take place in your profession through the years?
What do you see as the coming trends in the ________ business?
Describe the strangest or funniest incident you've experienced in your business.
What ways have you found to be the most effective for promoting your business?
What one sentence would you like people to use in describing the way you do business?
Chapter 8 discusses how to use the Internet to help build your network, and has good examples of how to use blogs and instant messaging to reach out to more people.
Chapter 15 has good tips for starting an effective and profitable networking group, which might be useful for a few people I know.
Good book. Worth reading and recommending to other people.
