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Comment: A well-cared-for item that has seen limited use but remains in great condition. The item is complete, unmarked, and undamaged, but may show some limited signs of wear. Item works perfectly. Pages and dust cover are intact and not marred by notes or highlighting. The spine is undamaged.
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Business by Referral : A Sure-Fire Way to Generate New Business Paperback – February 10, 1998

4.3 out of 5 stars 12 customer reviews

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Editorial Reviews

Review

For any business person who has suffered from the "common cold call," Misner and Davis' book is the cure. Getting business through referrals-from satisfied customers, peers and colleagues, vendors, even your hairdresser-is certainly a smarter way to sell. Misner, the originator of Business Network International, and Davis, a motivational speaker and consultant with Drake Beam Morin, show you how in their friendly, well-organized manual.The first thing a beginning networker will learn is that obtaining business by referral takes lots of time and daily cultivation of contacts. The authors ease the journey by providing road maps in the form of worksheets and guides located in the Appendices. These "Tools" are keyed to the relevant chapters and lay out everything from Identifying Specific Targets to an entire Referral Marketing Plan. Other forms, like the Time and Cost Allocation Tools, get down to the nitty gritty of how you spend your resources to develop and mine your referral network, and help you track results. This book is not just for beginners. If you're experienced but looking for ways to recommit to the joys of networking, there is plenty of motivation to be found here. For the sole practitioner or lone sales person especially, this book is a rich source of information and inspiration. Skip to Chapter Five, "Fifteen Ways Others Can Promote You," and read Chapter Twelve, "Eighteen Ways to Motivate Your Sources," to reacquaint yourself with the benefits of business by referral. Chapter Eight, "Your Support Network," shows you how to recognize all the people who already belong to your referral group. The message, that others are willing and able to help in your sales efforts, and may already be on your team, is refreshing and wonderfully de-stressing.Business By Referral provides a clear, systematic approach to cultivating contacts and building your business through networking. The authors don't stop there, however: They also show you how to manage your referrals and communicate with prospective clients once your network kicks in. Written in a conversational style packed with anecdotes and examples, the advice contained in this helpful book virtually guarantees you'll never have to make a cold call again. -- From Independent Publisher --This text refers to an out of print or unavailable edition of this title.

About the Author

Dr. Ivan Misner is the Founder & Chairman of BNI (Business Network Int'l.). Last year alone, BNI generated over 4.4 million referrals resulting in over $1.7 billion dollars worth of business for its members. Dr. Misner's Ph.D. is from the University of Southern California. Called the "Father of Modern Networking" by Ecademy.com and the "Networking Guru" by Entrepreneur magazine, Dr. Misner is one of the world's leading experts on business networking. He has written eight books, including his New York Times bestseller Masters of Networking and his #1 bestseller, Masters of Success. He is a monthly columnist for Entrepreneur.com and is the Senior Partner for the Referral Institute. He has been featured in the L.A. Times, Wall Street Journal, and New York Times and on CNN, CNBC, and the BBC in London. Dr. Misner lives with his wife Elisabeth and their three children in Claremont, CA.
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Product Details

  • Paperback: 223 pages
  • Publisher: Bard Press (February 10, 1998)
  • Language: English
  • ISBN-10: 188516727X
  • ISBN-13: 978-1885167279
  • Product Dimensions: 7.4 x 0.7 x 9.2 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Best Sellers Rank: #1,121,315 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover
I chose to read two books, one right after the other - Endless Referrals by Bob Burg (also reviewed) and Business by Referral by Misner and Davis. Business by Referral is a good follow-on to Endless Referrals. With only a little overlap, Misner and Davis pick up where Burg stops. However, be warned; this book starts off very slowly. Misner and Davis take a VERY academic approach to the entire process. I felt as if I were in grad school again. That having been said, the follow-up element of the Misner and Davis system is the strong point of this book. They have provided a complete set of forms, which they allow to be reproduced. The forms are used for determining where you are in the referral-based business process, finding your strengths and weaknesses, building on your strengths, and strengthening your weak areas. The follow-up system is super. The techniques presented by Misner and Davis will not be integrated into your process as readily as Burg's in Endless Referrals; however, they are vital to a continuing referral-based business process and will serve any business person well for a very long time.
This book is solidly recommended and is a must-read for anyone looking to build a long-term process in referral-based business. The forms that are provided are worth the price of the book, but you'll need to read the book to really understand how to use them.
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Format: Paperback
Does your success in business depend largely on your ability to market yourself and your services? Mine does, (I'm a professional speaker) and I peruse almost every new marketing book that comes down the pike. You know, the old "If I can get one good idea from the book, it is well worth reading" attitude. Well, this book breaks the mold. Hundreds of good ideas, but much more importantly, a blueprint for putting those ideas into action.
That's right. Not only does the book contain information about the single most powerful marketing force available to the entrepreneurial professional, it has worksheets to help you not just read about building referral business, but to actually start building your referral network. And the best part is, it works. I really used those worksheets, and they made a big difference.
This book is a MUST READ for anyone who needs to generate new business at a profit.
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Format: Hardcover
"Business by Referral" is a cross between a business plan and a referral marketing campaign. It is chocked full of ideas on how to motivate people to provide referals for your business. My favorite is the ingenious GAINS exchange which allows people to interface and learn about each person. GAINS offers an easy way to interview members one-on-one, and learn about their Goals-Accomplishments-interests, networks, skills. A very well done and easy to read book. I recommended it wholeheartedly to any business person (small business or large.)
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Format: Paperback Verified Purchase
This is the bible of business networking basics. Ivan Misner walks the reader through the fundamentals of building a business networking strategy through the development of a business plan, as well as the block and tackle steps required to be an effective networker.

For those not familiar with Ivan Misner or BNI (Business Networking International), this is not how to work a room, nor is it multi-level "network" marketing. It is how to build win-win relationships in business that provide long term, trust based, referrals. The three steps Dr. Misner stresses are visibility, credibility and then profitability. Each takes time and cultivation.

The book will walk you through the easy to understand but rigrous to implement steps of laying your groundowrk for networking, designing a network, finding contacts, cultivating relationships, activating your network, and managing your referrals. A must read for any business owner or sales professional.
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Format: Paperback Verified Purchase
This book explains very clearly the only way to build a business. Cold calls are the worse way...for the person making the calls as well as the person receiving them. Use this book...you'll be glad you did!
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Format: Paperback
`Business by Referral' is another excellent book on the advantages of networking. Essentially, it is a blueprint for running and growing a business by using referrals. It is full of great ideas for expanding business using word of mouth rather than dreaded cold calls.

Providing previous and current clients with the motivation to refer you to future clients, as well as networking skills are detailed in this book. This is an essential skill for job-seekers, who should also ensure they are referred by current and past employers to appropriate new job opportunities. Using the contacts you already have to benefit your future career is a very smart move.

Danny Iny
Author of the free eBook "Forget Everything You Know About Looking For a Job... And Actually Find One!"
HuntingToHired, [...]
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