Description

Referrals and recommendations are the most effective drivers of new business. This book will show you how to make your business thrive by generating referrals and sales from your own networks cheaply, effectively and quickly.

Written by Andy Lopata, who was christened ‘Mr Network’ by The Sun and listed as one of Europe’s leading business networking strategists by the Financial Times in 2009, Recommended will show you how to implement a simple yet effective strategy you can rely on to source the leads you need to keep your business flourishing.

You will discover:

• How to generate more of the leads that produce better quality business, leads that convert more easily and more quickly into real sales
• Detailed guidance on how to use LinkedIn to generate referrals
• Practical, takeaway information which can be implemented easily in any business that needs to generate new sales

Table of Contents

Acknowledgements

Preface

Introduction

 

Part One - Why you need to get recommended

Chapter One – What is a referral?

Chapter Two – The role of networking

Chapter Three - Current approaches don't work

Chapter Four – You can’t just throw mud at a wall

 

Part Two – The foundation of the ultimate referrals strategy

Chapter Five – The role of trust in a referrals strategy

Chapter Six – Do people understand how to refer you?

Chapter Seven – Who has the best opportunity to refer you?

 

Part Three – How your network can help you generate referrals

Chapter Eight- The six degrees of separation and how they influence your referrals strategy

Chapter Nine – Where will your referrals come from?

Chapter Ten – Referrals within an organisation

Chapter Eleven – How to select the right networks for you

 

Part Four – How to get your network to refer you

Chapter Twelve – Inspiring people to refer you

Chapter Thirteen – When to ask for referrals

Chapter Fourteen – Referring others with confidence

 

Part Five – Tools you can use

Chapter Fifteen – LinkedIn as a referral tool

Chapter Sixteen – The Referral Book

Chapter Seventeen - Results you can rely on

 

In a nutshell: Ten steps to an effective referrals strategy

Further resources

Index

Back Cover

‘This book’s in-depth, practical advice will show you how to both build and profit from the relationships in your network.’  Ivan Misner, New York Times bestselling author and founder of BNI and The Referral Institute

‘Should be a mandatory read for anyone pursuing a career in sales and marketing-related fields.’ Colin Wright, Senior Vice-President, Global Sales Development, MasterCard

‘Powerful referrals are the foundation for any successful business and this is a practical guide to both receiving and giving high quality introductions.’ Nigel Kershaw OBE, CEO, Big Issue Invest and Group Chairman, The Big Issue Company Ltd

 

HOW TO GROW YOUR BUSINESS WITHOUT EVER COLD-CALLING AGAIN

Referrals are one of the oldest forms of marketing and we all know that a recommendation from a friend or trusted contact is worth far more than what we hear from an advert or a salesperson. Now there are new ways of generating referrals which make getting recommended faster, cheaper and more valuable. If you don’t have an effective strategy to get your business recommended by other people and to promote referrals through networking, you’re missing out on the most powerful and least expensive way of creating new business.

- Down-to-earth advice on how to generate better quality business leads that convert more easily and quickly into real sales

- Practical, takeaway information which can be implemented easily in any business that needs to create new sales

- Detailed guidance on how to use LinkedIn to stimulate referrals

Author

 

Reader Review(s)

“Shows you innovative new ways of generating referrals that make getting recommended faster, cheaper and more valuable.”

PQ Magazine 01st October 2011

 

"...very valuable and in-depth guide providing useful summaries and checklists.  The book goes deeper into the nature of trust and understanding between people, which I consider essential for any meaningful endeavour, both personally and professionally."

Amanda Phillips

Head of Executive Development, IDDAS

Women in Banking and Finance Magazine

October 2011

“…appealingly written with anecdotes and stories to illustrate different points… the writing is clear, direct and active making it feel as if selling through networking and referrals is straight forward, so long as you do it well…

This was a well written book and would prove useful to professionals:

    who already use networking and want some extra ideas
    who haven't been sure how to use their networks to ask for referrals
    who previously viewed networking as a bit of a chore, handing out business cards and getting no return
    new to networking and want ideas about how to start

 I’ll give ‘Recommended’ 9 out of 10 and will use it as a regular reference for my own strategy.”

Training Zone, 21/12/2011

"Whether you are an expert networker or a novice, the book is a practical guide that will reinforce that you need to build strong relationships to generate quality referrals.  Learn from a seasoned and recognized networking expert."

Jason Jacobson, Networking Insight, March 20th 2012