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Bill Cates
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Get More Referrals Now! Paperback – March 30, 2004

by Bill Cates (Author)
4.7 4.7 out of 5 stars 136 ratings
See all formats and editions
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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
Previous page
  1. Print length
    224 pages
  2. Language
    English
  3. Publisher
    McGraw Hill
  4. Publication date
    March 30, 2004
  5. Dimensions
    5.9 x 0.59 x 8.9 inches
  6. ISBN-10
    0071417753
  7. ISBN-13
    978-0071417754
  8. See all details
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Editorial Reviews

From the Publisher

Bill Cates (Silver Spring, MD) is president of Referral Coach International. The nation's foremost expert on increasing sales through highquality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually.

From the Back Cover

  • Eliminate Cold Calling Forever
  • Get Prospects Returning Your Calls
  • Form Powerful Referral Alliances
  • Create an Unlimited Flow of Quality Prospects

Referrals: The most powerful way to sell!

Selling in today's business environment is more challenging than ever. But the secret to success isn't longer hours and more phone calls; it's getting better referrals. Sales expert Bill Cates's system of referral-based marketing turns every business contact into a relationship--and every relationship into a sales success. You'll learn how to:

  • Sell without worrying about Do-Not-Call Lists
  • Develop a powerful referral mindset
  • Network strategically for better results
  • And much more!

If you want to bring in more qualified leads and close more sales than you ever imagined, don't work harder, work smarter--with Get More Referrals NOW!

"In the three months since of implementing Bill Cates' Referral Marketing System, we have experienced an unprecedented increase in sales. Bill Cates' Referral Marketing system works!"--Vincent Arena, Executive Vice-President & Chief Administrative Officer, FCLIC

"The answer to the Do-Not-Call List is The Unlimited Referrals Marketing System® from Bill Cates. In today's environment you need to get connected to the prospect in a compelling way. This system accomplishes that."--Bob Walker, MassMutual Financial Group

"With Bill's powerful system, there are no more cold calls, only warm leads. It's a must-read for anyone in business."--Dr. Tony Alessandra, author of The Platinum Rule

"The program Bill delivered 15 months ago has had a lasting impact. Our advisors are acquiring new clients by referrals at a rate that's 40% higher than the national average for our company."--Tim Holland, Field Vice President, American Express Financial Advisors

Bill Cates is President of Referral Coach International. A twenty-eight-year sales veteran, he currently consults for such clients as American Express, Merrill Lynch, Andersen Windows, MassMutual Financial Group, and Mutual of Omaha.

Product details

  • Publisher ‏ : ‎ McGraw Hill; 1st edition (March 30, 2004)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 224 pages
  • ISBN-10 ‏ : ‎ 0071417753
  • ISBN-13 ‏ : ‎ 978-0071417754
  • Item Weight ‏ : ‎ 10.7 ounces
  • Dimensions ‏ : ‎ 5.9 x 0.59 x 8.9 inches
  • Customer Reviews:
    4.7 4.7 out of 5 stars 136 ratings

About the authors

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Previous page
  1. Bill Cates

    Bill Cates

    Brief content visible, double tap to read full content.
    Full content visible, double tap to read brief content.

    Nobody understands and teaches the referral process better than Bill Cates. Bill has helped large companies cut hundreds of thousands of dollars in marketing expenses. And Bill has helped over 200,000 small business owners and salespeople build thriving referral-based businesses.

    Bill's newest book, Radical Relevance, will help you sharpen your marketing message, cut through the noise, and win more ideal clients.

    Bill’s referral system has been featured in such publications as Success Magazine, Entrepreneur Magazine, and Selling Power. And his own business success has been featured in Money Magazine.

    Subscribe to Bill's You Tube channel Referral Coach TV - www.ReferralCoachTV.com

    Get FREE guides and other business-building tools here: www.ReferralCoach.com/resources

    Bill loves adventure travel. He has recently climbed Mt. Kilimanjaro and Adventured in the Arctic Circle.

    See more on the author's page
  2. W. R. Cates

    W. R. Cates

    Brief content visible, double tap to read full content.
    Full content visible, double tap to read brief content.

    As the creator of the Unlimited Referrals' Marketing System, Bill Cates has revolutionized the way financial professionals are using referrals and other powerful marketing strategies to attract more clients and increase sales! Organizations having been calling on Bill since 1996 to help them boost the productivity of their representatives. Veterans learn how to successfully leverage their base of loyal clients. Rookies get the right strategies from the very start of their career.

    See more on the author's page
Next page

Customer reviews

4.7 out of 5 stars
4.7 out of 5
136 global ratings

Top reviews from the United States

Mary Kelly
5.0 out of 5 stars Read everything Bill Cates writes!
Reviewed in the United States on September 3, 2019
Verified Purchase
Bill is a genius. I read everything he writes because I need to words he uses and how he frames things with my clients. It is hard for me to ask for a referral or a sale, and Bill provides strategies I need to build a better business. Awesome book!
One person found this helpful
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Nina
5.0 out of 5 stars Great tips on getting referrals or introductions
Reviewed in the United States on April 17, 2020
Verified Purchase
Bill is a great speaker as well as a great writer. He provides detailed tips on how to get more referrals and be more referable. I've read two other of his bestsellers and they are money and time well spent!
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Carol West
5.0 out of 5 stars The book will be very help
Reviewed in the United States on October 11, 2021
Verified Purchase
The book was delivered on time
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Jeremy Walter, CFP
4.0 out of 5 stars Practical Approach
Reviewed in the United States on December 13, 2011
Verified Purchase
As a financial planner, this book really hit home. The best way for any company to grow, especially in the services world, is by word of mouth. We all know this, but being proactive and doing something about it is another story. What I've found is that clients want to talk about you to their friends and family, you just have to do a little nudging (or at the very least, let them know you're open to receiving clients like themselves). Bill does a good job of laying out a tried and true approach to doing this. Good read.
One person found this helpful
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D. J. Greenbury
5.0 out of 5 stars Bill's approach is easy to learn with some mental rehearsal and once you ...
Reviewed in the United States on March 29, 2016
Verified Purchase
This book is clearly written by a person who knows how to get quality referrals. Bill's approach is easy to learn with some mental rehearsal and once you adopt a referral mindset and focus on quality of performance to develop relationships the rest is easy. I turned this into a complete training program for telesales personnel to help move us away from cold-call telemarketing.
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Michael W. Bunch
5.0 out of 5 stars Motivating
Reviewed in the United States on October 18, 2013
Verified Purchase
I'm thankful to have read this book...and it couldn't have come at a better time. I'm currently studying for my securities license, which keeps me out of the field more and forces me to rely on referrals. I'm currently implementing the lessons found here and making referrals about serving my clients instead of myself.
One person found this helpful
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Matt
5.0 out of 5 stars Must read for any sales professional
Reviewed in the United States on February 14, 2016
Verified Purchase
I have read just about every sales book out there and this is one of the best. I use this book regularly as a training template for my team. Our referrals have significantly increased using the methods in this book.
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Samantha Burkhart
5.0 out of 5 stars Great book!
Reviewed in the United States on September 11, 2019
Verified Purchase
Love this book! Arrived on time, good value for money
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Top reviews from other countries

Virginie
5.0 out of 5 stars Master of referrals
Reviewed in Canada on April 6, 2018
Verified Purchase
Awesome book. Still relevant today even almost 15 years later. The techniques are simple yet super effective and Mr Cates really help us with detailed processes. Must read.
One person found this helpful
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Andrew Lynch
4.0 out of 5 stars Solid, actionable info
Reviewed in the United Kingdom on May 15, 2015
Verified Purchase
I have mixed feelings about this book. There are some things that this book does brilliantly, but other parts frustrated me and just weren't relevant.

Cates' four cornerstones that he talks about are:

1. get into the referral mindset
2. enhance your referability
3. prospect for referrals
4. network strategically

First up, if you want to increase the number of referrals that you or your business gets, this book will help you do it. There is concrete, actionable information in here that will be a great help. The sales scripts in particular in section 3 were fantastic. It's a great framework to use. There's also some great info in part 2 about how to enhance your referability - what this really means is improving the experience for your customers. Again, it'll give you a ton of ideas on how to do exactly that, and a checklist to run down to generate ideas. Really useful.

Having said all that, this book wasn't perfect:

- The whole first section essentially convinces you that referrals are a great way to build your business, much better than cold-calling. Well, duh. That's why I bought this book. It felt like filler content.
- Every chapter starts with a testimonial from a business owner or salesperson that has been to one of Cates's seminars or talks. This was just unnecessary and mildly annoying by the end of the book.
- There's also a copyright notice at the start of every chapter. Why?
- Some of the info in here seemed a little old-fashioned or cliche, like sending a pre-written letter to your customer that they can then send to a friend with an added PS from themselves, as opposed to just an email introduction (which would be much quicker and easier).

These are minor quibbles though - assuming you're already bought in to the idea of increasing your business via referrals, just skip the first section and flick past the first couple of pages in each chapter, and you'll find some great content in here.
3 people found this helpful
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