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Get More Referrals Now! Paperback – March 30, 2004
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From the Author
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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Top Customer Reviews
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.Read more ›
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.
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!
Most Recent Customer Reviews
Great information to start a Referral mindset and getting more referrals. I can see how this could be used across any type of business that wants more referralsPublished 7 months ago by Amazon Customer
Great example and like the way broke things down. People can implement piece by piece as they get good at one the can add additional ideas to keep increasing success.Published 8 months ago by Mary
I've never been a salesperson, but this book turns the selling process into great customer service and networking into meaningful relationships - I can do both of those!Published 8 months ago by Candys
Excellent book! Now I need to put the word into practice. However, it is well-written and I believe it will work.Published 17 months ago by Laura Vaughn
I'm thankful to have read this book...and it couldn't have come at a better time. I'm currently studying for my securities license, which keeps me out of the field more and forces... Read morePublished on October 18, 2013 by Michael W. Bunch
This is a good book to learn how to leverage referrals marketing for your business. I was interested in how the author would approach the action of asking for referrals and found... Read morePublished on August 7, 2013 by GMhx
For the past 29 years that I have been in sales and sales management, the most successful salespeople have conquered the challenge of finding enough referrals. Read morePublished on April 13, 2012 by Stephen J. Suggs - Salesperson Recruiting Expert - Author - Can They Sell
The title 'Get More Referrals Now!' sounds very promising and it would be pretty hard to overdeliver the content for such a title. But Bill Cates does it!
How? Read more