Book Review - Get more referrals now!
Get more referrals now!
Bill Cates
ISBN-10: 0071417753, ISBN-13: 978-0071417754
This book covers how to build referrals that make selling easier.
Very oriented towards direct selling and focussed on industries such as insurance and mortage brokers.
Too “high pressure sales-e” for me and a little to cheesy at times. Wouldn’t bother reading unless your a insurance (or used car) salesman.
Two gems I did however get out of it:
1) Short outline of “contact spheres” on page 121 that sound interstig and willl require more investigation.2) Good checklist of areas to cover when compiling a market profile (inspired by Jim Cathart)
- The Market - whats the industry you are targetting
- The Demographics - how many are there and where are they
- Memberships - which organisations do they belong to
- Publications - what do they read
- Meetings - what meeting do they attend
- Influencers - who are the influencers in the industry
- Needs, Fears and Goals
That last gem might have made it worth reading (but it is a big might)
