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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients
book

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

by Bill Cates
April 2013
Intermediate to advanced content levelIntermediate to advanced
256 pages
5h 1m
English
McGraw-Hill
Content preview from Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

6 INTRODUCTION BASICS

TURN REFERRALS INTO INTRODUCTIONS

I believe crafting the introduction should be a collaborative process between you and the referral source. Sometimes our referral source knows exactly what to say to a friend, family member, or colleague to put us in the most favorable light and pique the person’s interest in hearing from us. Sometimes not. The right introduction can make or break the referral process, and so we can’t leave it to chance.

I’ve seen many people, adept at getting referrals, have their introductions break down. I almost never call prospects without being introduced in some way first. (Almost never. Sometimes I have to just get on the phone and get the conversation going.) To my way of thinking, a referral doesn’t ...

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Publisher Resources

ISBN: 9780071791663