Cold calling is dead. Do-not-call lists will consign the telemarketer to the dustbin of annoying business history. So what do you do instead? Build your business on the basis of referrals. Provide such outstanding service to your clients that they will want to introduce you to others. This is easier said than done, but when it is done right, it’s very effective. Author Bill Cates provides a treasury of lore, some obvious but often ignored, some creative and new, all of it useful in building a referral-based business. He writes clearly, concisely and succinctly. getAbstract.com gladly recommends - or refers - Cates to you; his guidebook is practical for anyone in almost any business.
In this summary, you will learn
- What the "Four Cornerstones" of building referrals are; and
- How to get clients and customers to refer more business to you.
About the Author
Bill Cates is president of Referral Coach International. He writes columns for On Wall Street and Advisor Today. His audio cassette albums on sales and sales management include Unlimited Referrals, Breaking the Voice Mail Barrier, No More Cold Calls and Target Marketing, among others.