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ISBN10: 0071810080 | ISBN13: 9780071810081
ISBN10: 0071810080
ISBN13: 9780071810081
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THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME Perfect Phrases for Sales Referrals presents hundreds of time-saving tips and ready-to-use phrases you can use to virtually reinvent yourself when it comes to communicating with clients. Complete with dialogues and scripts for practicing interactions with existing and prospective clients, this handy, practical guide helps you: Generate more referrals Gather more qualified prospects Increase your customer base Improve your personal interaction skills Close more sales than ever!
Perfect Phrases for Sales Referrals
Introduction ixPart I Perfect Phrases for Earned Referral Factor
Chapter 1 How a Referral-Based Business Can Work
Chapter 2 Common Language and Direct Value Statements
The Direct Value Statement
Sample Direct Value Statements
Using the Direct Value Statement
Part II Perfect Phrases for Client-Generated Referrals
Chapter 3 What Keeps People from Earning Referrals
12 Reasons You Don’t Earn Referrals
The Real Reasons for Lack of Referrals
Leverage Your Tools
Give-to-Get Meets Time Management
Noncompetitive Groups
Self-Assessment
Conclusion
Chapter 4 Give-to-Get
Stop Stumbling on Referrals
A Referral Philosophy
Knowing Whom to Ask: The Four Characteristics of a Qualified Connector
Chapter 5 Give Value First
Client- or Prospect-Generated Referrals
Nonclient-Generated Referrals
Conclusion
Chapter 6 Follow Through
Follow Through with Referrals
Active Connectors
Passive Connectors
Follow Up with Connectors
Part 3 Referrals from Nonclients 73
Chapter 7 Give Emotional Words
The Formula for Success
Needs versus Wants
Chapter 8 Nonclient Phrases
Principal Accountant
Nonprincipal Architect
Principal Architect
Litigating Attorney
Nonlitigating Attorney
Nonentrepreneurial CEO with an Engineering Background
Nonentrepreneurial CEO with a Financial Background
General Nonentrepreneurial CEO
Nonentrepreneurial CEO with an Operations Background
Chief Financial Officer
Chief Information Officer
Chiropractor
Corporate Executive
Entrepreneurial Dentist/Orthodontist
Design Engineer
Entrepreneur with an Engineering Background
Entrepreneur with a Financial Background
Entrepreneur with an Operations Background
Equipment Engineer
Facilities Manager
Franchisee
Hematologist
Hospital Administrator
Hospital Materials Manager
Human Resources Training Executive
Insurance Claims Adjuster
Medical/Dental Office Manager
Oncologist
Pathologist
Primary Care Physician
Process Engineer
Purchasing Agent/Manager
Radiologist
Real Estate Manager
Researcher
Semiconductor “Fab” Manager
Surgeon
Chapter 9 Getting Recommendations
Using Social Proof for Maximum Impact
Getting Satisfied Customers to Help You Sell
Compiling References
Other Types of Social Proof
Conclusion
Chapter 10 A Long-Term Strategy
Handwritten Cards
Sample Cards
Chapter 11 Conclusion
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