Beyond referrals : how to use the perpetual revenue system to convert referrals into high-value clients

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 What's better than getting new referrals? Getting new customers! This groundbreaking book reveals the secrets to getting referrals, converting them into clients, and creating a perpetual 'client-acquisition machine' using advanced relationship marketing strategies. 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 'secondsale.' 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 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 'secondsale.' 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 CONTENTSFOREWORD v i iPREFACE xACKNOWLEDGMENTS x i i iINTRODUCTION 1SECTION IGet More Referrals: LeverageYour Successful Relationships 71 Your Referral Mindset 92 Enhance Your Referability 173 Promote Referrals 274 Ask for Referrals 395 Create "Word of Internet" 67SECTION IIGet More Introductions:Create Connections to Your New Prospects 796 Introduction Basics 817 Securing Effective Introductions 898 Event Marketing 99SECTION IIIGet More Appointments: Reach Your NewProspects and Begin the Conversation 1139 Crafting Your Approach 11510 Contacting Referral Prospects 13111 Staying in Touch with Prospects 153SECTION IVGet More Clients: Confirm the NewRelationship with High-Value Clients 16312 Building Trust 16713 Asking the Right Questions 17714 Creating an Effective Sales Process 18515 Talking About Your Value 19716 Dealing Effectively with Objections 21517 Asking for the Business 221APPENDIX 1What's Your Re fe rral Confidence Quotient? 225APPENDIX 2Professionals Never Stop Practicing 228APPENDIX 3Get Your Assistant or Staff Involved 231 ## 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....__ What's better than getting new referrals? Getting new CUSTOMERS From Bill Cates--author of "Get More Referrals Now!" and one of the world's best-known experts on how to get business referrals--comes "Beyond Referrals," a hands-on guide that helps you acquire more new clients than ever before. This groundbreaking book reveals the secrets to getting referrals, converting them into clients, and creating a perpetual "client-acquisition machine" using advanced relationship marketing strategies. Bill Cates, CSP, CPAE, is the president of Referral Coach International and the creator of Bill Cates' Referral Advantage(TM) Program, which has been featured in such publications as "Success Magazine, Entrepreneur Magazine, Selling Power," and "Research Magazine." Cates has earned the professional designation of CSP - Certified Speaking Professional (fewer than 450 speakers worldwide hold this designation). Beyond Referrals introduces the Accelerated Client Acquisition Model to help salespeople and small-business owners acquire more new clients than ever before. The book covers how to get referrals, ensure they become new clients, and keep the perpetual client acquisition machine going using relationship marketing strategies. It is organized into four parts that show how to get: More Referrals, More Introductions, More Appointments, More New Clients