How to get referrals
In his book Endless Referrals, Bob Burg redefines keywords and phrases like business inventory and commodities. He encourages us to focus on improving your attitude (posture) so that our prospects respond positively, because they assume that the product or service offered is of value to them. The main focus of his book, therefore, is “how to” make people know you, like you and trust you “.
Mr. Burg also took advantage of implementing the networking process by helping us understand the tremendous opportunity we have to develop an “unlimited sphere of influence.” Every time we choose to network, we open the doors to the networks of those people who are part of our network. This network becomes an integral part of our commercial inventory. According to Mr. Burg, identifying the system is the solution. No matter which area we choose to be successful in, it is important that we find a system that has been proven to work and apply it to our own efforts.
At Endless Referrals, Mr. Burg also provides a variety of useful and easy-to-implement tools, tips and strategies, including: Ten Networking Questions That Always Work; Seven Steps to Ensure Your Success in a Business Role; 10 tips for telephone success; and Seven Principles of Networks. He also reviews a step-by-step process on how to “train” people so they can keep a picture of what you offer and can provide anyone in your network with your “benefit statement.”
According to Mr. Burg, there are three types of referrals. The “A” List (those who are ready to buy your product or service when it comes along); The “B” list (you have to work a little more and you may have had to answer some objections); and the “C” list (you can refer it to someone else). He then puts us to work using the resources he provides to build our own endless referral base.
Mr. Burg concludes this overview by suggesting that we learn how to position our product or service through the media, specifically by writing articles. He then demonstrates how easily this can be accomplished. Endless Referrals is an easy and valuable read. If you have a product or service, want to build your business, and want an endless stream of referrals while maintaining control over your precious time, this is the book for you.