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Product Details

  • Paperback: 224 pages
  • Publisher: McGraw-Hill; 1 edition (March 30, 2004)
  • Language: English
  • ISBN-10: 0071417753
  • ISBN-13: 978-0071417754
  • Product Dimensions: 9 x 6 x 0.6 inches
  • Shipping Weight: 11.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (46 customer reviews)
  • Amazon Best Sellers Rank: #361,649 in Books (See Top 100 in Books)

Editorial Reviews

Review

"The top 10 per cent of all salespeople make 50-100 per cent of their sales through repeat business and referrals. Bill Cates shows you all the secrets of getting and converting referrals into more sales. With Bill's powerful system, there are no more cold calls, only warm leads. It's a 'must read' for anyone in business." - Dr. Tony Alessandra, author of The Platinum Rule; "The program Bill delivered 15 months ago has had a lasting impact. Our advisors are acquiring new clients by referrals at a rate that's 40 per cent higher than the national average for our company." - Tim Holland, Field Vice President, American Express Financial Advisors"

From the Author

This book takes a fresh look at the power of referrals. Your awareness and thinking will shift, so your actions will become more powerful. You'll learn how to live a "referral lifestyle." Your selling will be more enjoyable than you ever thought possible. I guarantee that after you read this book your sales will increase dramatically.

The next time you call prospects, they will know who you are and why you're calling, and they'll be eager to speak with you! After reading this book, selling will be like shooting fish in a barrel. You'll have fun and you'll make more money. --This text refers to an out of print or unavailable edition of this title.


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Customer Reviews

4.8 out of 5 stars
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See all 46 customer reviews
Forgetting to help somebody else who has helped you will be very detrimental to your business.
M. Bennett
With "Get More Referrals Now!", business development and referral authority, Bill Cates has stepped up his terrific teaching even another notch.
Bob Burg
A great read and one of those books where your initial investment of time and money will provide a lasting and valuable income stream.
Scuba Diver

Most Helpful Customer Reviews

37 of 38 people found the following review helpful By Scuba Diver on October 23, 2004
Format: Paperback
Bill Cates' "Get More Referrals Now!" is awesome.

Based on a referral, interestingly enough, I picked up a copy of this book and blasted through it in a matter of days. What makes this book so outstanding is the recognition of the need to consolidate your current business model into one that is referral-driven.

Think about it for a minute--if you have car problems, need a good doctor, or want to sign up for music lessons, who do you ask? Inevitably the answer usually is a friend or associate for a referral as to who THEY use. Based on this concept Cates' work expands upon intrinsically human relationships and provides a variety of techniques for business professionals (although this book has utility outside the business world, it is primarily written for individuals/companies looking to exponentially grow their client base using a referral-based approach to marketing) to strengthen existing relationships while simultaneously generating new business.

Cates divides his book into five parts, "baby-steps" if you will, of changing from the old standard of cold calling (Brrrrr cold indeed and fineable now too under the Do-Not-Call list!) to adopting a referral-based business.

Part One "The Foundation: Adopt a Referral Mindset" lays the track for the rest of the book and makes the reader mentally itemize why in fact referral-based marketing is superior.

Part Two "The First Skill: Enhance Your Referability" describes the actions you need to take that will result in clients placing more confidence if your abilities.

Part Three "The Second Skill: Prospect for Referrals" provides step-by-step instruction on HOW to get qualified referrals in the door.
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13 of 13 people found the following review helpful By M. Bennett on December 24, 2006
Format: Paperback
Referrals now is an excellent book that explains how to obtain more business by asking for referrals. Most friends and existing clients are more than willing to recommend your product or sevices if you just ask for it. Sales people sometimes view asking for referrals as a sign of weakness or problems in the business. This is not true.

If you want to build up a business very quickly without a lot of overhead, this is the best method. It would be adviseable to first read the book "Masters of Networking" by Ivan R. Misner. Referral business has a lot to do with networking, so you must be ready to do favors for other people who help you out. Forgetting to help somebody else who has helped you will be very detrimental to your business.

Just asking somebody for a referral is not really good enough but asking the person for a personal introduction increases your chances dramatically for closing the deal.

Don't read the book all in one go. Read a chapter, think about how you can apply it, write down what you think is best for you and experiment with it.
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23 of 27 people found the following review helpful By A Customer on January 16, 1999
Format: Hardcover
I've been in sales for almost 20 years. This is the best book I've ever read. It's easy to read and has a ton of ideas. I'm on my second reading and it's already put money in my pocket. Bill Cates has delivered a comprehensive approach to the referral process that makes it easy, fun, and produces results!
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11 of 12 people found the following review helpful By Michelle M. on January 28, 2004
Format: Hardcover
I cannot explain the value of this book! My manager handed it to me and asked me if I would be interested in reading it because he did not have time. That was two weeks ago - I could not put it down! Since then my business has grown 500% - I cannot stop all of the business that just keeps rolling in every day! Being a loan officer for a national financial institution - this is huge for me! Buy this book - that is all I can say - however you get your hands on a copy - do it today! It is full of strategies that are simple to implement, which translate to instant and measurable gain! It is a shame that someone else wrote a great review and gave it 0 stars - it brought down the overall rating that does not give it justice! Read it - that is all I can say - the book will pay for itself 1000 times over!
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6 of 6 people found the following review helpful By Lawrence Zedwick on August 15, 2005
Format: Paperback
This was one of the best books I have ever read on getting referrals (and I have read quite a few). Although it does cover other industries, the focus is on financial services practioners, particularly independant financial planners, and insurance sales people. The principles apply to every one who would like to grow their business using referrals.
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5 of 5 people found the following review helpful By Hershel Klein on July 18, 2004
Format: Paperback
This straightforward and down-to-earth book provided me with the strategic advice I needed on how to change the way I do business, and it's made all the difference in generating quality leads that produce faster and easier sales. There's no mumbo-jumbo; just great ideas you can put to use right away.
Every chapter has real-life examples of Bill's concepts in action, and there's absolutely no doubt in my mind anyone looking to grow their business should read this book. With the results I've gotten I consider Bill a silent partner in my business, and I constantly refer back to this book when I have a problem to solve or need a new idea.
Buy this book now!
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4 of 4 people found the following review helpful By A Customer on May 6, 2004
Format: Paperback
Almost everyone in business will acknowledge that the best way to gain new business is through referrals. Bill explains in easy-to-understand terms exactly how to transform your existing customers and clients into your business advocates. Most importantly, Bill shows us how to accomplish this without fear and in a manner that actually strengthens your customer relationships. This book is not just for sales people either, anyone in the organization that interacts with your customers should read this book.
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