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


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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: 4.8 out of 5 stars  See all reviews (25 customer reviews)
  • Amazon Best Sellers Rank: #738,891 in Books (See Top 100 in Books)

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.

Customer Reviews

4.8 out of 5 stars
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I heard Bob Burg at a convention and later bought his book.
M. BAXI
The other thing that was really nice about the book was the "recommended reading" sections at the end of chapters 12 through 15 and the one at the end of the book.
Jeff Lippincott
I have read many books on Networking and this is clear, concise and very easy to read!
Richard H Frishman

Most Helpful Customer Reviews

138 of 142 people found the following review helpful By Joe Kabanek on May 26, 2000
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.
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63 of 65 people found the following review helpful By Helena Andrews on March 21, 2002
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.
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77 of 83 people found the following review helpful By Bill Lampton, Ph.D. on November 20, 2002
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.
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21 of 22 people found the following review helpful By Sean Woodruff on August 22, 2002
Format: Paperback
I have read over 250 sales and marketing books. I earn a nice 6 figure income selling and when I read a book that reveals timeless truth I can feel it.
This book teaches a priceless skill that is needed for becoming successfully profitable in sales; how to work with prospects that are already open to your message. The referral is already open to you because the referrer has transferred the trust they have established to you, the valued professional. This book will show you how to tap that trust that others have built and set you up for a successful, and profitable, sales experience.
Buy this book, take it chapter by chapter, internalize all that it teaches and, most importantly, ACT on it! You will see commission checks growing larger and it will be easier than you ever imagined.
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19 of 20 people found the following review helpful By Jacquelyn Naquin on June 24, 2003
Format: Paperback
Bob Burg's style is positive, upbeat and entertaining. I refer to "Endless Referrals" frequently. The ten questions in the second chapter, along with chapters eight and nine have contributed tremendously to my success in various endeavors. These parts alone are worth more than the price of the book. With that said, however, ALL the material is outstanding; the ideas for achieving success in all areas of life are pragmatic and energizing. Bob Burg's work stands out in that way certainly, but also couples the road to success with making the world a nicer place by promoting respectful interaction. This book is not to be missed!
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