Recommended
How to sell through networking and referrals
Published on 15. July 2011
Book
Paperback/Softback
304 pages
978-0-273-75796-2 (ISBN)
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
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
Reviews / Votes
"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
More details
Other editions
Additional editions
E-Book
09/2012
1st Edition
Financial Times / Prentice Hall;Pearson FT Press
€14.49
Available for download
Content
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
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