Get More Referrals Now! (Paperback)

by Bill Cates (Author), Bill Cates (Author) "In my book Unlimited Referrals, published in 1996, I predicted the "death of cold calling..." (more)
Key Phrases: referral mindset, more referable, referral alliances, Lynne Waymon, Bob Burg, Jim Cathcart (more...)

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"

Product Description
Get More Referrals Now!

details the most comprehensive system available to build your business through referrals. This enhanced version includes a new chapter on the Do-Not-Call Regulations as well as the 4 cornerstones of a referral-based business:

Enhance Your Referability
Network Strategically
Prospect for Referrals
Target Specific Niche Markets


See all Editorial Reviews

Product Details

• Paperback: 224 pages
• Publisher: McGraw-Hill; 1 edition (March 19, 2004)
• Language: English
• ISBN-10: 0071417753
• ISBN-13: 978-0071417754
• Product Dimensions: 8.8 x 5.9 x 0.7 inches
• Shipping Weight: 11.2 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars See all reviews (22 customer reviews)
• Amazon.com Sales Rank: #138,954 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

20 of 20 people found the following review helpful:

5.0 out of 5 stars The New Business Paradigm, October 23, 2004

By	Scuba Diver (Boston, MA) - See all my reviews

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.

Part Four "The Third Skill: Strategic Networking" goes one step beyond Part Three and now delves into the necessity of getting your office/company on board with the referral method transitioning to a holistic concept of a referral-based corporate strategy.

Part Five "The Fourth Skill: Target Niche Markets" delves into the intricacies of selecting profitable key areas to focus your referral-based approach on capturing more business.

Cates's greatest accomplishment I think in this book is its ease of use and practicability. "Get More Referrals Now!" does just that; similar to Tony Robbins philosophy in "Awaken the Giant Within" Cates focuses on modifying your perception on the value of a concept which in this case is the referral. With increasing legislature limiting cold calling to business to business and limited consumer buy-in calls, Cates' book is more relevant and necessary than ever.

Of the dozen or so books I've read over the past couple weeks, I'm ordering enough of this book and one on scuba diving I really enjoyed to use as stocking-stuffers for my friends and associates. A great read and one of those books where your initial investment of time and money will provide a lasting and valuable income stream. Five stars.

19 of 22 people found the following review helpful:

5.0 out of 5 stars Best book on sales I've ever read., January 16, 1999

By A Customer

This review is from: Unlimited Referrals : Secrets That Turn Business Relationships into Gold (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!

9 of 9 people found the following review helpful:

5.0 out of 5 stars WHAT A GOLDMINE!!, January 28, 2004

By	Michelle M. (CO United States) - See all my reviews

This review is from: Unlimited Referrals : Secrets That Turn Business Relationships into Gold (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!