Description
Once upon a time, “networking” meant shaking hands and passing out business cards. But in a sell-saturated world of junk faxes and telemarketing, virtually everyone – from sales reps to self-employed psychotherapists – needs a tested system for building lucrative contacts, one that sets them apart from the pack. “Endless Referrals” provides such a system. Developed by Bob Burg, this guide shares his carefully cultivated secrets on – Networking anywhere – how to make profitable contacts on aeroplanes, at health clubs – wherever chance meetings occur. Using the telephone – how to master an indispensable- but often intimidating instrument of communication, Remembering names and faces – how to greet an contact warmly and personally – simply by following six easy steps, Following up – how to make sure business-ready prospects never think of anyone else, Communicating one-on-one – how to recognize-and respond to a prospects innermost motives, feelings, and desires. Complete with case studies of star networkers, “Endless Referrals” shows readers how to network to advance their career – set up win-win cross-promotions – start their own formal networking association.
