Show Up by David France Networking on Purpose by Beth Bridges Little Black Book of Connections by Jeffrey Gitomer Endless Referrals by Bob Burg Love Is. Endless Referrals, Third Edition by Bob Burg, , available at Book Depository with free delivery worldwide. In this getAbstract summary, you will learn: How to attract an endless supply of qualified prospects;; How to build mutually beneficial relationships with new.

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Endless Referrals: Network Your Everyday Contacts into Sales by Bob Burg

PaperbackThird Editionpages. To see what your friends thought of this book, please sign up. To ask other readers questions about Endless Referralsplease sign up. Lists with This Book. A solid book on networking, broadly applicable to business relationships. It’s mostly about in-person networking, and there are some tips for using the phone, but the edition I read didn’t cover anything online, which is where I spend most of my networking time.

Burg says the theme of the book is to show how to get people to know, like, and trust you. And to get these people to want you to succeed and help you find new business. Basically, to make them your personal ambassadors. I wish I’d read th A solid book on networking, broadly applicable to business relationships. I wish I’d read this years ago, when I first started networking at in-person events.

Within the first years of that I had learned most of what’s in this book from various sources, but it would’ve been nice to have had it earlier, all at once, from one source! I like the technique for remembering people’s names. I’ll have to try it and see if it works better than my current technique.

I read this to learn more about getting referrals from the clients of my web agency, OptimWise. I skimmed the sections about in-person networking, cold calling, and door-to-door prospecting. I’ve never done cold calling or door-to-door prospecting, but I used to do a lot of in-person networking. The last couple years I’ve worked to generate leads online, but I still get referrals from existing clients, and want to encourage more. After the introduction, invest Do not talk about yourself and your business.

Instead of giving your job title, give a short benefit statement.

Financial planner would say, “I help people create and manage wealth. Ask questions that make people feel good about being in a conversation with you; that make them feel good about you as a person. You will only use a few in each conversation; those appropriate to the conversation.


How did you get your start in the widget business? What do you enjoy most about your profession? What separates you and your company from the competition?

What advice would you give someone just starting in the widget business?

What one thing would you do with your business if you knew you could not fail? What significant changes have you seen take place in your profession through the years? What do you see as the coming trends in the widget business? Describe the strangest or funniest incident endles experienced in your business. What ways have you found to be the most effective for promoting your business? What one sentence would you like people to use in describing refereals way you do business?

After establishing rapport, ask, “How can I know if someone I’m talking to is a good prospect for you? Meet them one-on-one at the event. Watch for them to leave the group enndless in, then walk up and introduce yourself.

Later at event, bump into them again and greet them by name. Profitable Follow Up Send a personalized thank-you note to each influencer you met. A non-pushy, simple, brief note written in blue ink. Say something like, “Hi [name], Thank you.

Endless Referrals: Network Your Everyday Contacts into Sales

It was a dndless meeting you. If I can ever refer business your way, I certainly will. Your photo helps them remember you. Send prospects a notepad with those same items at the top of each page, every month or so. Send prospects articles and other info that relate to them or their business, profession, personal interests, or hobbies. You can be assured that anyone you refer to endlesd will be treated with the utmost caring and professionalism.

Should tell what you do and how it will benefit the person using your services. Often begins with, “I show people how to …” or, “I help people to …. That something can be to help them achieve a positive goal referraos avoid a particular pain. When you contact referral, say, “I promised [referrer’s name] I’d call you” to be better positioned in their mind. Prospecting for Eeferrals and Profit If prospect says he recently purchased your product from someone else, say, “No kidding, what kind did you get?

How did you happen to go with them?

Endless Referrals, Third Edition

What’s been your experience over the last few months? Who was involved in making that decision? If you were going to make that decision today, what would be different about it? I’ll give you some info about our products, including info that may help you with some of the problems you’ve had. Feel free to give me a call within the next few months if I may help you. In fact, if I haven’t heard from you, may I call you? Do you have any info describing what you do?

I always like to know what my prospective clients do. Possibly I can refer some business your way.

Share interesting tidbits not known by the average consumer in your field. Point out practices in your profession that shouldn’t be happening, because they’re unethical or otherwise negative. What do you know that the public needs or wants to know about, or has the right to know? It’s beneficial to publish in publications within your field, even if only your peers consume those publications.


When prospects know you’ve appeared in those publications, it builds credibility. Even if a prospect can’t give you their business because of a commitment to their current provider, they may still refer to you. The Networker’s Best Friend “Going the extra mile, or even the extra step, is worth all the paid advertising in the world.

The Ultimate In Win-Win Networking Have a cross-promotion partner give you certificates to their business, which you give your customer upon purchase as an added value for buying from you. If you’re a life insurance salesperson targeting the wealthy, you can cross-promote with other businesses targeting that group. Tell those businesspeople you’ll be contacting wealthy people who spend on cars, homes, club memberships, food, etc.

Cross-promotions can be used to get in front of a prospect, or to close a deal, or to increase the frequency of contacting a prospect. An attorney and accountant could agree to allow each other’s clients to call the other professional with a quick question for a limited time for a day trial. The professionals would try to convert these leads. Cross-promote with a nonprofit to increase engagement. Design the questions to see if you should follow up with the prospect.

Remember Names and Faces for Profit Make name-face connections 1. Find the person’s outstanding facial feature.

Endless Referrals, Third Edition : Bob Burg :

Form a mental picture of what the name suggests, or a sound-alike bugr sound or word that turns name into something you can referral.

Form a ridiculous silly, illogical association between the mental picture suggested by the name or sound-alike and the outstanding facial feature.

Don’t try to remember the person’s name by thinking of a celebrity or friend with the same name, because this can get confusing; you may not remember the right celebrity or friend. Example to remember James Conant: Outstanding facial feature is triangle-shaped face.

Picture a gigantic triangular ice cream cone, topped with ants instead of sprinkles. Use word “games” to remember James. See those ants on top of that cone dndless lots blb games in the ice cream?

Mar 23, Irene Timm rated it it was amazing Shelves: I was blown away when I realized that Bob Burg was saying the same thing as Dr. Wayne Dyer was promoting in his “Inspiration” series: A business model that’s in sync with, not at opposition with, being a whole and fully developed human being!