Endless Referrals
The definitive guide to turning casual contacts into solid sales opportunities.
In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing referral-based business.
The third edition was released in 2005. It was originally published in 1994 and the second edition was published in 1999. It has sold over 250,000 copies and has become a sales classic.
While business and technology has continued to evolve, the essence of selling and of the Endless Referrals System® remains the same:
“All things being equal, people will do business with, and refer business to, those people they know, like and trust.” — Bob Burg
Particularly exciting is where you learn how to obtain referrals from those who are now your current customers and clients.
Why is this so important? Because, with referred prospects…
- It’s easier to set appointments, and with qualified prospects
- Price is less of an issue , thus you can sell on high value rather than on low price
- It’s simply easier to complete the transaction
- They are more likely to refer you to others
A business based on Endless Referrals is your key to a business that is more fun, less stressful, and much more profitable.
Endless Referrals Reviews
Excerpt from Endless Referrals
From the on-the-street salesperson to the attorney, from the entrepreneur to the accountant, endless referrals are important. From the financial advisor to the architect, from the automotive sales professional to the Realtor®, endless referrals are crucial. From the home-based business owner to the insurance agent, and from the network marketer to the software consultant, endless referrals are the cornerstone of business. Without being solidly based on endless referrals from our customers, clients, and everyday contacts, the fate of any business becomes a nerve-wracking mystery, dependent on the whims of current economic conditions and buying moods.
In this book, Bob Burg shows you a system for putting together the marketing aspect of your business in such a way that you’ll never again have to ask yourself that age-old question feared by salespeople and entrepreneurs everywhere, “Who do I speak to next, now that my original list of names has run out?”
Why is this so crucial? Because without a list of names of people to contact and offer your products or services, you have no business.
I call this names list your “inventory.” Most people think of their business inventory as the excellent products or services they sell. That is certainly a legitimate definition of inventory, but it’s not what I’m talking about here. In fact, I’d rather refer to the actual products and services you and I sell as “commodities.”
The purpose of this book is not to discuss your particular commodity. Of course, the commodity itself should be excellent, and you want to be able to stand behind it and fully guarantee it. That goes without question.
But when I say inventory , I’m talking about the number of quality names on your list—names of people to whom you have easy access precisely because you’ve formed the types of relationships we’ll be discussing in this book.
Every business person knows that no matter what your business, without inventory, you’re out of business. And this most certainly holds true for this definition of the term. Having quality names on your list is the lifeblood of your business—and having an endless supply of quality names makes for a vibrant, healthy business!