Description
Perfect Phrases for Sales Referrals Introduction ixPart I Perfect Phrases for Earned Referral FactorChapter 1 How a Referral-Based Business Can Work Chapter 2 Common Language and Direct Value Statements The Direct Value Statement Sample Direct Value Statements Using the Direct Value Statement Part II Perfect Phrases for Client-Generated ReferralsChapter 3 What Keeps People from Earning Referrals 12 Reasons You Don’t Earn Referrals The Real Reasons for Lack of Referrals Leverage Your Tools Give-to-Get Meets Time Management Noncompetitive Groups Self-Assessment Conclusion Chapter 4 Give-to-Get Stop Stumbling on Referrals A Referral Philosophy Knowing Whom to Ask: The Four Characteristics of a Qualified Connector Chapter 5 Give Value First Client- or Prospect-Generated Referrals Nonclient-Generated Referrals Conclusion Chapter 6 Follow Through Follow Through with Referrals Active Connectors Passive Connectors Follow Up with Connectors Part 3 Referrals from Nonclients 73Chapter 7 Give Emotional Words The Formula for Success Needs versus Wants Chapter 8 Nonclient Phrases Principal Accountant Nonprincipal Architect Principal Architect Litigating Attorney Nonlitigating Attorney Nonentrepreneurial CEO with an Engineering Background Nonentrepreneurial CEO with a Financial Background General Nonentrepreneurial CEO Nonentrepreneurial CEO with an Operations Background Chief Financial Officer Chief Information Officer Chiropractor Corporate Executive Entrepreneurial Dentist/Orthodontist Design Engineer Entrepreneur with an Engineering Background Entrepreneur with a Financial Background Entrepreneur with an Operations Background Equipment Engineer Facilities Manager Franchisee Hematologist Hospital Administrator Hospital Materials Manager Human Resources Training Executive Insurance Claims Adjuster Medical/Dental Office Manager Oncologist Pathologist Primary Care Physician Process Engineer Purchasing Agent/Manager Radiologist Real Estate Manager Researcher Semiconductor “Fab” Manager Surgeon Chapter 9 Getting Recommendations Using Social Proof for Maximum Impact Getting Satisfied Customers to Help You Sell Compiling References Other Types of Social Proof Conclusion Chapter 10 A Long-Term Strategy Handwritten Cards Sample Cards Chapter 11 Conclusion
