Endless Referrals

by Bob Burg

In any sales profession, referrals are the lifeblood of business. Bob Burg, a sought-after speaker who presents expert advice about referral gathering and the power of positive persuasion, has taken his presentation and now offers it to you in immediately applicable information points. He approaches the referral-gathering technique in an innovative way that will keep your associates, friends, bosses, and you happy and prosperous. Follow Bob’s steps and generate “endless referrals.”

Listen to or read all the key ideas and insights from this title.

(*Visitors have access to the first three nuggets; subscribers have access to all nuggets)

Nugget ID	Nugget Name	Listen	Read
195	Increasing Prospects and Improving Your Posture
196	Networking is a Relationship Process
197	The Mutually Beneficial Web We Weave
198	You Know More People Than You Realize*
199	Your Network-A Ripe Source of Referrals*
200	A Systematic Approach to Network Creation*
201	Interest First*
202	Feel-Good Questions(R) = Insightful Answers *
203	What Can I Do for You?*
204	Make the Most of a Chamber Event*
205	Practice Until It Feels Natural*
206	The Hand-written Follow-up Note*
207	Keep Your Name/Face at Their Fingertips *
208	Give More Value Than a Product's Monetary Cost*
209	Superstar Networkers Are Connectors *
210	Train (Teach) Others How to Help You*
211	Provide Frames of Reference, Get Quality Referrals*
212	Make Your Cold Calls Count*
213	When Prospecting Via Telephone, Listen and Learn*
214	Technology Makes for Efficient Networking *
215	Become "The Expert" in Your Field*
216	Cross-Promotions Help You and Others*
217	Don't Underestimate the Benefits of Referrals*
218	No Excuses! Ask for Referrals!*
219	Networking Etiquette Matters*
220	Attraction Marketing-An Attractive Concept*
221	Referrals Are Even More Valuable Than Leads!*
222	Begin or Join a Referral Exchange Group *
223	Specific Types of Leads and Referrals*
224	State Your Leads and Referrals Out Loud!*
225	Bring Out the Best in Others*
226	The Seven Networking Disciplines *
227	They Must Also Know What You Do*
228	"Echoes" and "Extenders" Draw out Prospects*
229	Locating the Centers of Influence*
230	Working with Client Orphans *
231	Get Past the Gatekeeper *
232	The Sale Is Closed ... Ask for Referrals!*
233	The Powerful Testimonial Letter*
234	Five Questions of Life*

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