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Author: John Jantsch Publisher: Penguin ISBN: 1591844428 Category : Business & Economics Languages : en Pages : 258
Book Description
The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you. The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends-it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch's strategies include: -Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening. -The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical. -Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to. The secret to generating referrals lies in understanding the "Customer Referral Cycle"-the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine. This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget.
Author: John Jantsch Publisher: Penguin ISBN: 1591844428 Category : Business & Economics Languages : en Pages : 258
Book Description
The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you. The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends-it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch's strategies include: -Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening. -The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical. -Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to. The secret to generating referrals lies in understanding the "Customer Referral Cycle"-the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine. This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget.
Author: Alan Weiss Publisher: McGraw Hill Professional ISBN: 0071769900 Category : Business & Economics Languages : en Pages : 272
Book Description
Build a million-dollar business out of untapped referrals! Alan Weiss has taught thousands of people how to put their expertise to work through consulting, speaking, and coaching. Now, in Million Dollar Referrals, he takes it to the next level, giving you the tools to leverage relationships with current clients—and grow your business exponentially. Million Dollar Referrals reveals Alan Weiss’s powerful system for cultivating relationships and generating more business than you ever thought possible. Learn how to: Build sincere, trusting relationships with current and past clients Tailor your referral requests to the personality of the client Identify opportunities to communicate the value of your services Stay in touch throughout the year—with everyone Build a repository of references, testimonials, and other referrals in writing (or on video)
Author: Bruce King Publisher: Max Söderpalm ISBN: 9187093111 Category : Business & Economics Languages : en Pages : 166
Book Description
Do you want a short cut to lots of new business? Do you want to avoid cold calling? Do you want to double your sales in a fun and simple way? Bruce King is a true master of sales referrals. He has built his immensely successful sales career upon a few simple and highly effective techniques. In this book he shares his very best tips with you. Chapter Headings: Introduction – Why Sales Referrals? Chapter 1. Sales Referrals – The Essential Mathematics Chapter 2. Are You Referable? Chapter 3. Why Do You Not Ask For Referrals? Chapter 4. Perfect Prospect Profiling Chapter 5. When & How To Ask For Referrals – Part 1 Chapter 6. When & How To Ask For Referrals – Part 2 Chapter 7. How To Say ‘Thank You’ For Referrals Chapter 8. ‘Thank You’ Events & ‘Referral’ Events Chapter 9. How To Approach Referrals Chapter 10 Passive Referral Strategies Chapter 11. Networking Chapter 12. You Too Can Become A Referrals Master
Author: Ivan R. Misner Publisher: Thomas Nelson ISBN: 1418530964 Category : Business & Economics Languages : en Pages : 177
Book Description
Many books teach the "who / what / where / why / how" of professional networking. Truth or Delusion separates the reality from the fantasy by presenting Truths and Delusions about networking and then shows why they are either real or fakes. For example: Delusion: The best way to ensure referral success is to treat your referral sources by the "Golden Rule." Treat them the way you would want to be treated. Truth: The best way is to treat your referral sources the way THEY want to be treated. The referral process is more about emotion than facts. Find out how your referral sources want to be treated and how they would like you to treat their referrals.
Author: Thomas H. Strong, Jr. Publisher: NYU Press ISBN: 0814797792 Category : Family & Relationships Languages : en Pages : 253
Book Description
A controversial volume dispelling current misconceptions about prenatal care In this controversial volume, Dr. Strong dispels widespread misconceptions about the effectiveness of prenatal care in its current form and explains how mothers themselves may influence the course and outcome of their pregnancies to a greater degree than do their obstetricians. He provides specific questions that parents should be asking their health care providers to ensure that they and their babies receive the best care possible.
Author: Diane Helbig Publisher: Morgan James Publishing ISBN: 1642799939 Category : Business & Economics Languages : en Pages : 137
Book Description
A twenty-first–century sales philosophy that “gets straight to the point about what works, and what doesn’t work in today’s marketplace” (Kevin Kruse, New York Times-bestselling author of 15 SecretsSuccessful People Know About Time Management, Founder and CEO of LeadX). Being successful at sales has nothing to do with “selling.” The best salespeople are the ones who are always curious—not always closing. Succeed Without Selling contains everything a small business owner or sales professional needs to know about what it takes to be successful. From prospecting to discovery to referrals and strategic alliances, it’s all covered. There are even chapters for sales managers, direct sellers, and service providers. Succeed Without Selling also includes resources like sample scripts and proposal templates. Anyone who wants to grow their business will find actionable, easy-to-follow information to help them embrace the value of being more interested in others than in making the sale. Succeed Without Selling changes the way readers look at the sales process forever—and stops them from engaging in behaviors that just don’t work.
Author: Hannah Samuel Publisher: Maruki Books ISBN: 1877449989 Category : Corporate image Languages : en Pages : 135
Book Description
Reputation branding can help you create deeper, moremeaningful and more profitable relationship and grow yourbusiness without spending a cent. In this insightfulbook, Hannah Samuel reveals why reputation, trust andintegrity are essential to creating and maintaining asustainable competitive advantage, and how branding hasbecome the new ......
Author: Bill Cates Publisher: McGraw Hill Professional ISBN: 0071791663 Category : Business & Economics Languages : en Pages : 258
Book Description
More Introductions! More Appointments! More Clients! You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals. While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients. "Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife "Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals "Beyond Referrals explains how to avoid leaving money on the table from what I call the 'second sale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice." -- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI
Author: M. Ed. Nilton De Macedo Publisher: AuthorHouse ISBN: 1425938094 Category : Business & Economics Languages : en Pages : 132
Book Description
Anybody involved in sales or seriously considering it as a successful career should take the time to read and re-read this book. It points to basic do's and don'ts that even top producers may overlook. These priceless topics are presented in short mini-chapters pointing to the core of the information, allowing for personal adjustments, if needed. The author describes in depth the emotions, the challenges, and the rewards involved in selling a product, service or idea. Readers will be motivated to respect their clientele, to act ethically in any given situation, and to obtain repeated sales from past clients. Experienced sales people, as well as beginners, will be inspired to improve their preparation, excel in their presentation, and benefit from incredible and consistent results. Portrayed in simple, everyday language, this book makes it for a light reading, relating sales with Broadway in almost every page. By comparing sales and acting, it forces the sales professionals to be acquainted to living continuously in the "spotlight", watching carefully each move they make, and being prepared to adjust to the way clients will react. "All the world is a stage", according to Shakespeare so we better become an Oscar-winning star in our chosen profession.
Author: John Jantsch
Author: John Jantsch
Author: Alan Weiss
Author: Scott A. Kramnick
Author: Bruce King
Author: Ivan R. Misner
Author: Thomas H. Strong, Jr.
Author: Diane Helbig
Author: Hannah Samuel
Author: Bill Cates
Author: M. Ed. Nilton De Macedo