Endless Referrals: Network Your Everyday Contacts Into Sales, New & Updated Edition [Paperback]

Bob Burg (Author)

Book Description

Publication Date: October 30, 1998

With over 100,000 copies sold, this is one of the most popular business- and sales-boosting guides ever written. This new edition offers successful entrepreneur and speaker Bob Burg's proven relationship-building system that thousands of professionals and entrepreneurs have used to turn casual contacts into solid sales opportunities. In Endless Referrals, he shows you how to: Turn every contact into a sales opportunity o Dramatically increase your business without spending more time or money o Identify the most profitable contacts o Use six keys to remember names and faces o NEW SECTION! Network the Internet o NEW SECTION! Set up a successful home-based business o Take the intimidation out of telephoning o Overcome fear of rejection o NEW SECTIONS! Succeed in multi-level, network, and mail order marketing o Position yourself as an expert o Mark yourself for success!

Editorial Reviews

From the Back Cover

Using this book, thousands of professional and entrepreneurs have turned casual into solid sales opportunities with nationally renowned speaker and bestselling author Bob Burg's proven relationship techniques. In this completely updated edition of Endless Referrals, he shows you how to:

• Turn every contact into a sales opportunity
• Dramatically increase your business without spending more time or money
• Identify the most profitable contacts
• Network the Internet
• Set up a successful home-based business
• Take the intimidation out of telephoning
• Overcome fear of rejection
• Succeed in multilevel marketing and mail order marketin
• Position yourself as an expert

Mark yourself for success

About the Author

Bob Burg is the president of Burg Communications, and a sought-after speaker and consultant. Formerly a news anchor for an ABC affiliate and top salesperson, he has written numerous magazines articles and produced a line of audio and video programs based on his book. He lives and works in Jupiter, Florida.

Product Details

• Paperback: 257 pages
• Publisher: McGraw-Hill; 2 edition (October 30, 1998)
• Language: English
• ISBN-10: 0070089973
• ISBN-13: 978-0070089976
• Product Dimensions: 9 x 6 x 0.8 inches
• Shipping Weight: 13.9 ounces
• Average Customer Review: 4.7 out of 5 stars  See all reviews (105 customer reviews)
• Amazon Best Sellers Rank: #854,488 in Books (See Top 100 in Books)

More About the Author

Bob Burg shares information on topics vital to the success of today's business person. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations.

Bob regularly addresses audiences ranging in size from 50 to 16,000 -- sharing the platform with notables including today's top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President.

Although for years he was best known for his book "Endless Referrals", over the past few years it's his business parable, "The Go-Giver" (coauthored with John David Mann) that has captured the imagination of his readers.

"The Go-Giver" shot to #6 on The Wall Street Journal's Business Bestsellers list just three weeks after its release and reached #9 on BusinessWeek. It's been translated into 21 languages. It is his fourth book to sell over 250,000 copies.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve and how well they serve them.

He is a founding board member of Club 100, a charitable organization focused on helping underprivileged local area youths. A lover of animals, he is a past member of the Board of Directors of Safe Harbor, which is the Humane Society of Jupiter, Florida.

Most Helpful Customer Reviews

134 of 138 people found the following review helpful

4.0 out of 5 stars A Good Start May 26, 2000

By Joe Kabanek

Format:Paperback

I chose to read two books, one right after the other - Endless Referrals by Bob Burg and Business by Referral by Misner and Davis (also reviewed). Endless Referrals takes a very "real world" approach to the business referral process. It's direct, hard-hitting information. Bob Burg gets to the point immediately. I became very enthusiastic about Bob Burg's system and immediately began integrating it into my referral process. His ideas about making the initial contact and following up with that individual are a must for anyone in the business of generating referral-based sales. The book is full of examples of good and bad business actions, which Bob tightly weaves into the specific element of the process being discussed. The chapters on home-based businesses were very good, and even though I am not in home-based sales, I gleaned a few good ideas which I can apply. I found only one shortcoming. Bob Burg didn't really take the process far enough. I think he fell short in the systematic follow-up process of utilizing the information you have gained from a contact to build your business and your contact base.

I give a solid recommendation for this book; it is a must read for anyone wanting to generate referral-based sales or anyone who is in the selling business for the long haul. Utilizing Bob's techniques, you'll begin immediately to build a solid foundation for referral-based sales.

60 of 61 people found the following review helpful

5.0 out of 5 stars A must read! March 21, 2002

By Helena Andrews

Format:Paperback

You must buy this book! As a self-confessed 'how to..' book junkie, what puts this book head and shoulders above the vast majority of similar books is this: in the past when reading a 'how to' business book, I would find myself thinking "I should try that" and then never actually getting around to it. With Bob Burg's book however, I found myself thinking "I can't wait to try that" and (this is the best bit) I actually have successfully implemented a number of Mr. Burg's ideas. For example I set up a business network group according to the principles set out in 'Endless Referrals' and although in early days, it is working exceptionally well for me and the other participants.

Another really great thing about this book is that it has improved my selling skills to the point where I don't actually sell (in the traditional way) anymore. All I do is what Bob Burg suggests; I help people to achieve what they are aiming at and this results in them giving me business. This has made me feel that I am not actually in sales anymore, rather I'm doing what I've always been good at (relating to people) and this leads to sales. You would be surprised how liberating it is to approach a prospect not thinking about how you are going to sell them but thinking about how you can help them. It really takes the pressure off. I was never very competitive because I always felt that for me to win, someone else has to lose and I was never comfortable with that. Now Mr. Burg has helped me to realise that the best way to win is by helping others to win.

74 of 80 people found the following review helpful

5.0 out of 5 stars A Game Plan for Growing Your Business Dramatically November 20, 2002

By Bill Lampton, Ph.D.

Format:Paperback

Because I spent more than two decades in fundraising, I thought I had mastered the art of networking. Like many other development professionals, I was fairly aggressive in meeting people, remembering their names, and establishing rapport. Annually, I filled my desk with business cards.

Now networking is even more important for me as an entrepreneur. And in the last month, Bob Burg has given me valuable guidelines about networking. He taught me that I was a dedicated networking novice, and showed me how to become a skilled professional.

First, I attended one of Bob's dynamic seminars in Atlanta, Georgia. His novel-and highly creative-approach to networking prompted the audience members to think: "So. . .that's what I should have been doing all along."

Then I read Endless Referrals, which reflected Bob's comments in the seminar, and added many other tips. As is the case with his speaking, Bob Burg writes quite clearly, often entertainingly. Vivid case histories and anecdotes make his points memorable.

The book would be well worth the price if it contained only Chapter Eight: "Begin Your Own Profitable Networking Group."

Readers will welcome Burg's game plan for establishing and maintaining a systematic network. I know I did.