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Index
Acknowledgments
Introduction
PART ONE
The Foundation: Adopt a Referral Mindset
Chapter 1
Do-Not-Call Lists—The Death of Cold Calling
Chapter 2
Building Your Referral-Based Business
Chapter 3
The Relationship Is Everything
Chapter 4
Develop a Referral Mindset
PART TWO
The First Skill: Enhance Your Referability
Chapter 5
Exceed Your Clients’ Expectations
Chapter 6
Put Your Attitude of Service into Action
Chapter 7
Make Your Clients Go “Wow”
Chapter 8
The Value of the Complaining Client
PART THREE
The Second Skill: Prospect for Referrals
Chapter 9
Plant Referral Seeds
Chapter 10
Ask for Referrals at the Right Time
Chapter 11
Ask for Referrals in an Effective Way
Chapter 12
Explore Client Resistance
Chapter 13
The Power of a Profile
Chapter 14
Upgrade the Quality of Your Referrals
Chapter 15
Get Introduced to Your New Prospect
Chapter 16
Create a Great Referral Experience
Chapter 17
Correct Mistaken Assumptions
PART FOUR
The Third Skill: Strategic Networking
Chapter 18
Build Your Own Personal Sales Force
Chapter 19
Have a Strategy for Business Events
Chapter 20
Get the Most Out of Business Events
Chapter 21
It’s Not Over When the Event Is Over
PART FIVE
The Fourth Skill: Target Niche Markets
Chapter 22
Your Most Powerful Marketing Strategy
Chapter 23
Targeting Your Niche Market
Chapter 24
Cultivating Your Reputation
Chapter 25
Your Target Marketing Plan
Chapter 26
Putting It All Together
Appendix A The Importance of Process
Appendix B Collect and Use Testimonial Letters
Index
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