Beyond Referrals How To Use The Perpetual Revenue System To Convert Referrals Into High Value Clients

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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

Bill Cates
Beyond Referrals How to Use the Perpetual Revenue System to Convert Referrals into High Value Clients Book PDF

Author : Bill Cates
Publisher : McGraw Hill Professional
Page : 257 pages
File Size : 41,7 Mb
Release : 2013-04-19
Category : Business & Economics
ISBN : 9780071791670

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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates Pdf

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

Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold

Bill Cates
Get More Referrals Now The Four Cornerstones That Turn Business Relationships Into Gold Book PDF

Author : Bill Cates
Publisher : McGraw Hill Professional
Page : 223 pages
File Size : 51,8 Mb
Release : 2004-04-21
Category : Business & Economics
ISBN : 9780071458412

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Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold by Bill Cates Pdf

Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers: Work less and earn more by getting existing customers to work for them generating high-quality referrals Turn every business contact into a relationship and every relationship into a sales success story

How Clients Buy

Tom McMakin,Doug Fletcher
How Clients Buy Book PDF

Author : Tom McMakin,Doug Fletcher
Publisher : John Wiley & Sons
Page : 279 pages
File Size : 53,7 Mb
Release : 2018-03-13
Category : Business & Economics
ISBN : 9781119434702

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How Clients Buy by Tom McMakin,Doug Fletcher Pdf

The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Don't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions

Bill Cates
Don t Keep Me A Secret Proven Tactics to Get Referrals and Introductions Book PDF

Author : Bill Cates
Publisher : McGraw Hill Professional
Page : 178 pages
File Size : 51,9 Mb
Release : 2007-09-17
Category : Business & Economics
ISBN : 9780071595469

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Don't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions by Bill Cates Pdf

Create an Army of Advocates for You and Your Business Word-of-mouth, person-to-person connections matter more to your success than all the hard-sell strategies in the world. This ingenious self-marketing guide by America's #1 “Referral Guru” reveals surefire secrets that will help you to identify, and successfully meet, hundreds of high-quality referrals. Without spending a dime, you can shorten your sales cycle, increase your profits, and expand your network of friends and contacts--by giving them something to talk about. You will discover The 7 Deadly Referral Mistakes and How to Avoid Them 12 Ways to Get Great Prospects Calling You 10 Social Prospecting Ideas That Generate Referrals 6 Tactics for Stronger Introductions PLUS the 4-Point VIPS MethodTM for Asking for Referrals Whether you're a small business owner, self-employed worker, or company salesperson, referrals are the most inexpensive and effective way to drum up business. With Cates' techniques, you can establish a real name for yourself by making more connections, and more money, than you ever thought possible. “I dare you to read this book and not come away with a dozen or more ideas you can put to use immediately.” -Gerhard Gschwandtner, publisher, Selling Power magazine

Conversations That Sell

Nancy Bleeke
Conversations That Sell Book PDF

Author : Nancy Bleeke
Publisher : AMACOM
Page : 242 pages
File Size : 46,9 Mb
Release : 2013-04-10
Category : Business & Economics
ISBN : 9780814431818

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Conversations That Sell by Nancy Bleeke Pdf

This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to: Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and Expressers Make conversations flow easily - Address problems, opportunities, wants, and needs Work through objections - Advance and close sales; and more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs…on the buyer.

The Sticking Point Solution

Jay Abraham
The Sticking Point Solution Book PDF

Author : Jay Abraham
Publisher : ReadHowYouWant.com
Page : 354 pages
File Size : 47,8 Mb
Release : 2010-06
Category : Business & Economics
ISBN : 9781458778307

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The Sticking Point Solution by Jay Abraham Pdf

Businesses can plateau, stall, OR stagnatewithout the owners or key executives even realizing it. A business might be achieving incremental year-on-year growth and yet still be in a situation of stagnation or stall. Why? Because entrepreneurs and ...

Talent Chooses You

James Ellis
Talent Chooses You Book PDF

Author : James Ellis
Publisher : Unknown
Page : 328 pages
File Size : 55,7 Mb
Release : 2020-06-03
Category : Electronic
ISBN : 9798640916393

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Talent Chooses You by James Ellis Pdf

If you want your business to grow, you need to be able to rely on your ability to hire talent reliably and consistently. No talent pipeline? No growth, and no business. But your recruiting team is drowning (I asked them). They need help. Now, if you ask recruiters, they will ask for headcount. Or more technology. But more bodies and more tools won't solve the issue (though it will eat up your budget). What you need a is a better strategy. And that strategy is called employer branding.Employer branding is about understanding, distilling and communicating what your company is all about in order to attract all the talent you need. That will differentiate your company as a place where people will want to work, rather than a place they land because they didn't know better.If you've heard about employer branding in business magazines, it might seem like something only "big companies" can do. Something that requires a dedicated team, expensive platforms, or a bunch of consultants. That isn't true. If you understand where your brand comes from, and how to apply it, any company (especially yours) can hire better with it.And this book will teach you how to do all of that, and then some.In this book, you'll learn what employer branding really is, how to make a compelling argument internally to leadership that creates commitment, how to work with other teams and be creative in finding solutions. As a special bonus, we are including a handbook on how to work with recruiting teams. This hands-on workbook is chock full of examples, checklists, step-by-step instructions and even emails you can copy and paste to make things happen immediately.

Getting Everything You Can Out of All You've Got

Jay Abraham
Getting Everything You Can Out of All You ve Got Book PDF

Author : Jay Abraham
Publisher : Macmillan
Page : 388 pages
File Size : 40,5 Mb
Release : 2001-10-12
Category : Business & Economics
ISBN : 0312284543

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Getting Everything You Can Out of All You've Got by Jay Abraham Pdf

Abraham--trusted advisor to America's top corporations--has written his first major book for anyone seeking fresh ideas on supercharging personal or business success.

Subscription Marketing

Anne Janzer
Subscription Marketing Book PDF

Author : Anne Janzer
Publisher : Cuesta Park Consulting
Page : 238 pages
File Size : 49,9 Mb
Release : 2020-01-29
Category : Business & Economics
ISBN : 9780999624890

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Subscription Marketing by Anne Janzer Pdf

The marketing playbook for the Subscription Economy, now in its 3rd edition Subscriptions are upending industries and reshaping customer expectations. Have you changed your marketing practices to thrive in this new reality? A successful subscription business is built on lasting relationships, not one-time sales. Stop chasing sales and start creating value. The third edition of this ground-breaking book offers updated advice for solopreneurs, small businesses, fast-growing start-ups, and large enterprises alike. You’ll find creative practices that will help you build and sustain the customer relationships that lead to long-term success. The revised third edition includes: – Updated research and case studies reflecting the rapid growth of subscription-based businesses – New chapters focusing on the needs of solopreneurs or small businesses and entrepreneurs/start-ups. – An expanded look at the risks and rewards of values-based marketing Whether you already have subscription revenues or you want to build an ongoing relationship with existing customers, you can adopt the practices and mindsets of the most successful subscription businesses. Find out why Book Authority considers Subscription Marketing to be one of the top marketing strategy books of all time.

Radical Relevance

Bill Cates
Radical Relevance Book PDF

Author : Bill Cates
Publisher : Unknown
Page : 128 pages
File Size : 45,6 Mb
Release : 2019-09-30
Category : Electronic
ISBN : 1888970006

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Radical Relevance by Bill Cates Pdf

Your Value Proposition is not your Elevator Pitch, Positioning Statement, or Unique Selling Proposition. Your Value Proposition is the sum total of all the value you bring to your prospects, clients, strategic partners, and even your employees. Your Value Proposition is the foundation of your business. No value proposition = No business! In today's world of marketing-message overload, the most effective way to grab someone's attention is through radically relevant and critically compelling messaging. Communicating a relevant and compelling value proposition has always been a critical part of winning new business. And your overwhelmed prospects and clients need and even expect your value proposition to be bullseye relevant and continually compelling. In Radical Relevance, Hall of Fame marketer and speaker Bill Cates, lays out your complete road map to discover, formulate, and communicate your value proposition in a way that will be irresistible to just the right prospects, compel them to follow your recommendations, and repel prospects who aren't a perfect fit. Remember: if you try to appeal to everyone, you run the risk of appealing to no one.It's time to take a stand with your value!It's time to get Radically Relevant!

Renewable Referrals

Marketing Results Marketing Results Crew,Debbie Dechambeau,Ray L. Perry,Jeff Stec,Rosie Taylor
Renewable Referrals Book PDF

Author : Marketing Results Marketing Results Crew,Debbie Dechambeau,Ray L. Perry,Jeff Stec,Rosie Taylor
Publisher : CreateSpace
Page : 128 pages
File Size : 50,5 Mb
Release : 2014-09-05
Category : Business & Economics
ISBN : 1500617776

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Renewable Referrals by Marketing Results Marketing Results Crew,Debbie Dechambeau,Ray L. Perry,Jeff Stec,Rosie Taylor Pdf

What Could a Powerful Referral Program Do for Your Business?Have you been wracking your brain trying to figure out how to get referrals for your business, but you're uncomfortable putting people on the spot?You keep hearing how much easier and more profitable it is to work with customers who come to you as referrals – they already know, like, and trust you because someone they respect recommended you. But when you take a look at most referral programs, they just don't seem like… you. You don't want to become “that guy” who asks everyone within arm's reach for the names of three people who need what he sells, right?If filling your sales funnel with more highly-qualified prospects who are ready to do business sounds good to you, read on. Here's what you'll discover:• Why referrals are the single most effective way to get more customers who are eager to buy from you.• The common dangers – real and imagined – that are keeping you from taking action on your referral program ideas. • A simple step-by-step strategy for building a client referral program that gets results.• How to make sure your customer referral program leaves everyone – you, your referral partners, and your new customers – so delighted that your results improve year after year.• Excellent referral program ideas that will make your referral partners eager to send you all the ideal customers you can handle.• Easy ways to get more referrals now, following a proven system that works in any industry.Renewable Referrals is the next book you need to read. This is your chance to get top-notch advice you can implement right away. The authors are a group of Duct Tape Marketers in high demand because of their reputation for getting results. You just want to build a client referral program where everyone involved wins. The authors of Renewable Referrals have seen their clients flourish as they put this strategy into place, and now they are sharing it with you.The ideas in this book can help you tap into the most powerful form of marketing that exists: Referral Marketing. Read it and take action, and you will soon have an unstoppable stream of ideal customers for any business.

The Theory and Practice of Online Learning

Terry Anderson
The Theory and Practice of Online Learning Book PDF

Author : Terry Anderson
Publisher : Athabasca University Press
Page : 485 pages
File Size : 53,8 Mb
Release : 2008
Category : Computers
ISBN : 9781897425084

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The Theory and Practice of Online Learning by Terry Anderson Pdf

"Neither an academic tome nor a prescriptive 'how to' guide, The Theory and Practice of Online Learning is an illuminating collection of essays by practitioners and scholars active in the complex field of distance education. Distance education has evolved significantly in its 150 years of existence. For most of this time, it was an individual pursuit defined by infrequent postal communication. But recently, three more developmental generations have emerged, supported by television and radio, teleconferencing, and computer conferencing. The early 21st century has produced a fifth generation, based on autonomous agents and intelligent, database-assisted learning, that has been referred to as Web 2.0. The second edition of "The Theory and Practice of Online Learning" features updates in each chapter, plus four new chapters on current distance education issues such as connectivism and social software innovations."--BOOK JACKET.

The Financial Crisis Inquiry Report

Financial Crisis Inquiry Commission
The Financial Crisis Inquiry Report Book PDF

Author : Financial Crisis Inquiry Commission
Publisher : Cosimo, Inc.
Page : 692 pages
File Size : 55,7 Mb
Release : 2011-05-01
Category : Political Science
ISBN : 9781616405410

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The Financial Crisis Inquiry Report by Financial Crisis Inquiry Commission Pdf

The Financial Crisis Inquiry Report, published by the U.S. Government and the Financial Crisis Inquiry Commission in early 2011, is the official government report on the United States financial collapse and the review of major financial institutions that bankrupted and failed, or would have without help from the government. The commission and the report were implemented after Congress passed an act in 2009 to review and prevent fraudulent activity. The report details, among other things, the periods before, during, and after the crisis, what led up to it, and analyses of subprime mortgage lending, credit expansion and banking policies, the collapse of companies like Fannie Mae and Freddie Mac, and the federal bailouts of Lehman and AIG. It also discusses the aftermath of the fallout and our current state. This report should be of interest to anyone concerned about the financial situation in the U.S. and around the world.THE FINANCIAL CRISIS INQUIRY COMMISSION is an independent, bi-partisan, government-appointed panel of 10 people that was created to "examine the causes, domestic and global, of the current financial and economic crisis in the United States." It was established as part of the Fraud Enforcement and Recovery Act of 2009. The commission consisted of private citizens with expertise in economics and finance, banking, housing, market regulation, and consumer protection. They examined and reported on "the collapse of major financial institutions that failed or would have failed if not for exceptional assistance from the government."News Dissector DANNY SCHECHTER is a journalist, blogger and filmmaker. He has been reporting on economic crises since the 1980's when he was with ABC News. His film In Debt We Trust warned of the economic meltdown in 2006. He has since written three books on the subject including Plunder: Investigating Our Economic Calamity (Cosimo Books, 2008), and The Crime Of Our Time: Why Wall Street Is Not Too Big to Jail (Disinfo Books, 2011), a companion to his latest film Plunder The Crime Of Our Time. He can be reached online at www.newsdissector.com.

The Entrepreneur's Roadmap

New York Stock Exchange
The Entrepreneur s Roadmap Book PDF

Author : New York Stock Exchange
Publisher : Unknown
Page : 128 pages
File Size : 50,8 Mb
Release : 2017-06
Category : Electronic
ISBN : 0996498222

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The Entrepreneur's Roadmap by New York Stock Exchange Pdf

Entrepreneur's guide for starting and growing a business to a public listing

Team Code of Honor

Blair Singer
Team Code of Honor Book PDF

Author : Blair Singer
Publisher : RDA Press, LLC
Page : 161 pages
File Size : 40,5 Mb
Release : 2013-02-28
Category : Business & Economics
ISBN : 9781937832445

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Team Code of Honor by Blair Singer Pdf

Every great team, culture, society, religion or business that has endured time, adversity and challenge has always had one thing in common: a set of simple but powerful rules that govern the internal behaviors and expectations of that group. It is called The Code of Honor. We hear of these Codes when we think of things like The Ten Commandments, the Marine Corps or the Constitution. Yet if sales is the number one skill in business, number two has to be the ability to bring ordinary people together to build a championship team. This does not happen by chance or by the simple accumulation of talent. The Code is the core ingredient to creating winning organizations. The book is a step-by-step guide for any individual, group or company to actually create a Code of Honor specific to their team. The Rich Dad Poor Dad Advisor series was designed as a “how-to” series to empower individuals to succeed in the world of business and finance. “Team Code of Honor” is critical to this series because its processes bridge all facets of business, investment, entrepreneurship and even personal life. The book explains through graphic examples, stories and numerous case studies how a Code or set of rules is created, maintained, enforced and used for rapid and controlled growth of any entity. The book is designed as an operating manual for putting any business team together. It steps you all the way from properly choosing players, to creating the Code, to increasing performance and to winning. Each chapter gives the team specific assignments and examples so that by the time you have completed the book, your Code is in place and your team is operating at a true championship level.