Start growing! Boost your life and career with the best book summaries. You may have even handed out a few business cards thinking you were doing it. This and only this will be the reason that makes those people buy what you offer. However, how do you become one of these trustworthy, likable people?
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Goodreads helps you keep track of books you want to read. Want to Read saving…. Want to Read Currently Reading Read. Other editions. Enlarge cover. Error rating book. Refresh and try again. Open Preview See a Problem? Details if other :. Thanks for telling us about the problem. Return to Book Page. Preview — Endless Referrals by Bob Burg. Get A Copy. Paperback , Third Edition , pages.
More Details Original Title. Other Editions Friend Reviews. To see what your friends thought of this book, please sign up. To ask other readers questions about Endless Referrals , please sign up. Lists with This Book. Community Reviews. Showing Average rating 3. Rating details. More filters. Sort order. Shelves: business , marketing , non-fiction , sales. A solid book on networking, broadly applicable to business relationships. It's mostly about in-person networking, and there are some tips for using the phone, but the edition I read didn't cover anything online, which is where I spend most of my networking time.
Burg says the theme of the book is to show how to get people to know, like, and trust you. And to get these people to want you to succeed and help you find new business. Basically, to make them your personal ambassadors.
I wish I'd read th A solid book on networking, broadly applicable to business relationships. I wish I'd read this years ago, when I first started networking at in-person events. Within the first years of that I had learned most of what's in this book from various sources, but it would've been nice to have had it earlier, all at once, from one source! I like the technique for remembering people's names.
I'll have to try it and see if it works better than my current technique. I read this to learn more about getting referrals from the clients of my web agency, OptimWise.
I skimmed the sections about in-person networking, cold calling, and door-to-door prospecting. I've never done cold calling or door-to-door prospecting, but I used to do a lot of in-person networking.
The last couple years I've worked to generate leads online, but I still get referrals from existing clients, and want to encourage more. After the introduction, invest Do not talk about yourself and your business.
Instead of giving your job title, give a short benefit statement. Financial planner would say, "I help people create and manage wealth. Ask questions that make people feel good about being in a conversation with you; that make them feel good about you as a person.
You will only use a few in each conversation; those appropriate to the conversation. How did you get your start in the widget 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 widget 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 widget 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? After establishing rapport, ask, "How can I know if someone I'm talking to is a good prospect for you?
Meet them one-on-one at the event. Watch for them to leave the group they're in, then walk up and introduce yourself. Later at event, bump into them again and greet them by name. Profitable Follow Up Send a personalized thank-you note to each influencer you met. A non-pushy, simple, brief note written in blue ink.
Say something like, "Hi [name], Thank you. It was a pleasure meeting you. If I can ever refer business your way, I certainly will.
Your photo helps them remember you. Send prospects a notepad with those same items at the top of each page, every month or so. Send prospects articles and other info that relate to them or their business, profession, personal interests, or hobbies. Referral thank-you: "Dear [name], thank you so much for your nice referral of [name]. You can be assured that anyone you refer to me will be treated with the utmost caring and professionalism.
Should tell what you do and how it will benefit the person using your services. Often begins with, "I show people how to …" or, "I help people to ….
That something can be to help them achieve a positive goal or avoid a particular pain. When you contact referral, say, "I promised [referrer's name] I'd call you" to be better positioned in their mind.
Prospecting for Fun and Profit If prospect says he recently purchased your product from someone else, say, "No kidding, what kind did you get? How did you happen to go with them?
What's been your experience over the last few months? Who was involved in making that decision? If you were going to make that decision today, what would be different about it? I'll give you some info about our products, including info that may help you with some of the problems you've had. Feel free to give me a call within the next few months if I may help you. In fact, if I haven't heard from you, may I call you?
Do you have any info describing what you do? I always like to know what my prospective clients do. Possibly I can refer some business your way. Share interesting tidbits not known by the average consumer in your field. Point out practices in your profession that shouldn't be happening, because they're unethical or otherwise negative. What do you know that the public needs or wants to know about, or has the right to know?
It's beneficial to publish in publications within your field, even if only your peers consume those publications. When prospects know you've appeared in those publications, it builds credibility. Even if a prospect can't give you their business because of a commitment to their current provider, they may still refer to you.
Customer Service: The Networker's Best Friend "Going the extra mile, or even the extra step, is worth all the paid advertising in the world. Cross-promotions: The Ultimate In Win-Win Networking Have a cross-promotion partner give you certificates to their business, which you give your customer upon purchase as an added value for buying from you.
Example: If you're a life insurance salesperson targeting the wealthy, you can cross-promote with other businesses targeting that group. Tell those businesspeople you'll be contacting wealthy people who spend on cars, homes, club memberships, food, etc.
Cross-promotions can be used to get in front of a prospect, or to close a deal, or to increase the frequency of contacting a prospect. Example: An attorney and accountant could agree to allow each other's clients to call the other professional with a quick question for a limited time for a day trial.
Endless Referrals Summary
This later came back to…. You know what sounded terrific though: the idea of watching a game from the comfort and viewpoint of…. My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home. This was followed shortly by a number of roofers knocking…. Two of my least favorite activities are shopping for clothes and taking new headshot photos. This brings me to a recent experience. He first stepped onto the national stage with his bestseller, Duct Tape Marketing.
Endless Referrals: Network Your Everyday Contacts into Sales
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. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere. 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.
The Go-Giver Principles and Endless Referrals System provide you with a proven methodology for quickly and effectively connecting with prospective customers and developing relationships where they know, like, and trust you. Not only is this a fulfilling way to live life and conduct business, it is the most profitable way as well. This fun, principle-based and easy-to-apply system has been proven to quickly and dramatically increase sales in any type of business. This proven system delivers results immediately and for years to come. That is NOT networking! And your referral business will grow quickly.
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 referral-based business. It was originally published in and the second edition was published in It has sold over , copies and has become a sales classic. Particularly exciting is where you learn how to obtain referrals from those who are now your current customers and clients. A business based on Endless Referrals is your key to a business that is more fun, less stressful, and much more profitable. I like the simple, easy to understand, practical way be outlined to the exact way to find endless referrals.