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Rapid Result Referrals: Practical Tips and Ideas to Increase Your Sales (Knowledge Nugget Guides) Paperback – 11 Jun 2001

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Product details

  • Paperback: 160 pages
  • Publisher: Centre Publishing (11 Jun. 2001)
  • Language: English
  • ISBN-10: 1901534049
  • ISBN-13: 978-1901534047
  • Product Dimensions: 19.4 x 12.8 x 1.4 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Bestsellers Rank: 1,058,992 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

From the Author

Just about everyone I know in business wants more clients and customers, but suffers from a chronic lack of time. So I decided to write a book that addressed both issues. The easiest way to generate additional business is by getting the people you know to recommend or refer you and your products or services. Sadly most of us don’t know who, how or when to ask for referrals – preferring to leave it to chance. This isn’t the best way to run a business.

Research shows that 60% of people who read non-fiction don’t read past chapter 2 – they lose interest or give up because it doesn’t deliver enough value. So I decided to pack the first 2 chapters with as many practical ideas as I could. This is why the book is described as a “Knowledge Nugget Guide”. If you don’t read past chapter 2 you should gain far more than its cost. However, the rest isn’t padding! Later chapters go into more detail about how to embed referral generation into the way you run your business.

Who is it aimed at? Anyone who runs their own business or works as a sales professional. Quite a few sales people tell me they know how to generate referrals. When they’ve read the book they then say “I THOUGHT I knew about referrals.”

As you will find from the book – nothing we say about our own work will ever have as much power or credibility than from those who bought the book– here are a few comments I have received;

"You have me turned on - you have me excited - this is not cybersex -- it is your book, Rapid Result Referrals. I scanned the beginning the first time - it turned me on! I read the beginning the second time - it got me excited!! -- I will now read it all but already I have a page of notes and the start of an action plan. Please airmail me an additional 10 copies ... " Norm Dove, Echo Valley Ranch, British Columbia, Canada (a stunning ranch - go there)

"A fantastic book. Easy to read and practical to use." Dr Suzanne Turner, Warwick University and Potenza.

"This book lifts referrals from being a supplicant begging "help me please" to a balanced and dignified dialogue between equals. A noble book on what was an ignoble subject." Tim Drake, Co-founder Cobra Sports and author of Wearing the Coat of Change.

"I must buy 6 copies for my MDs straight away" David Rugg, Chairman, Christie Group plc (He did)

“A huge number of practical business generating ideas with an enthusiastic ‘can do’ style…a ‘must have’ book" Eric Peacock, Chairman, Business Link Hertfordshire, England

"Very informative, plenty of good tips - a good read" Michael S Yon, General Sales and Marketing Manager, SIMS Portex Ltd

“Sheppard has forged highly practical and effective tools for growth... You know instinctively that the ideas will work.. I commend this book.” Marion Royer, London Chamber of Commerce and Industry, England

"Having read your book from cover to cover, I felt compelled to write to say why hasn't any-one else written a book that it is so helpful from page one? Having taken on board the powerful messages especially "what people are saying behind your back" I have already received two referrals. Fantastic. I thought I did this stuff. You have taught me a lot. Thanks for sharing your knowledge and your heart." Nigel Risner Speaker of the Year - Academy for Chief Executives

"Sensible, straight-forward and so easy to use.... especially loved the practicality of suggestions with thoughtful and appropriate examples." Dr Richard Steckel, President, Addventure Inc. Author of Making Money While Making a Difference

Anybody who wants to grow their business should read this book. It provides the nutrients needed for growth. Roy Sheppard has given me business advice which works. All I can say is read it and do it. Chris Moon, MBE International Speaker, mine clearance campaigner and author of One Step Beyond

“I highly recommend Rapid Result Referrals to any business with serious growth aspirations. We all know that referrals and word of mouth are the best form of growing any business. The trouble is many of us shy away from asking for referrals and the excuses for not doing so are varied. This book serves not only to galvanise one's thinking, but also provides lots of practical help with suggested scripts, forms of words etc. It also has interesting chapters on other areas of business growth techniques such as the use of the media and networking. A handy paperback which makes an interesting read and at £9.99 serves as an inexpensive handbook to keep by your side”. Khalid Aziz, Chairman of the Aziz Corporation and author of Presenting to Win

"Anyone in business who does NOT read this book should be shot!" John Gommes, Former director of publishers, Chartsearch and Columbus Holdings plc London

"Outstanding... its an invaluable resource for anyone in sales or running their own business." Paul McGee

'A masterpiece. You have analyzed the process of magnetizing referrals, of generating referrals, of making sales to the referred person. You have delineated precisely what to do and when to do it to create a stream of qualified referrals that just won't quit.

You have simplified the process so anyone can do it. Your Rapid Result Referrals ought to be in every salesperson's kit for ready reference. Congratulations on creating a durable referral system and reference. This book deserves to be successful for decades and decades.

P.S. (I've had long experience with referrals. Once, when I was in sales, I had a seven year streak of 100% referral sales. Later, as a speaker I created a program called Referral Magic. You've got me beat by a country mile. ) Burt Dubin, President, Personal Achievement Institute, Arizona, USA

As Training Manager in the pharmaceutical industry we need to stay ahead of the game and I know we do not see ourselves as a referral based business. .... I believe if we took on board more ideas from this book we could revolutionise our business. I read approximately 40-50 books per year and this is among the most practical. Stephen Head, Training Manager, Bayer Pharma UK

"This book is full of useful and practical ideas that could be used both by companies and individuals to increase sales and knowledge sharing." Mark S Farrar

After successfully running and marketing my own business for 17 years I thought that this old dog could not be taught any new tricks. But Roy's invaluable book is proving a treasure trove of tricks old and new.' Michael Bland

If you decide to buy my book – please tell others exactly what you think about it – and also add your comments to the Amazon site.

About the Author

Roy Sheppard is an international business speaker and world-class moderator and link presenter for some of the largest and most successful global organisations. He is an acknowledged expert on building profitable business relationships through networking and referrals and a regular guest lecturer at Cranfield University's full-time MBA course. Author of the best-selling book Rapid Result Referrals and Your Personal Survival Guide to the 21st Century. He conducts seminars, in-house company workshops and keynote speeches all over the world.

Inside This Book

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Find more customers Persuade each customer to spend more each time they buy from you Convince them to buy from you more often. Read the first page
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Most Helpful Customer Reviews

10 of 10 people found the following review helpful By Mr. Martyn H. Jones on 18 July 2002
Format: Paperback
After graduating, I worked in 'harmonious' Japan for four years as a Teacher of English as a Foreign Language. Four weeks ago, I was employed as a salesman by a computer company in Wales and told to expand their client base. I have no sales experience; I dread trying to sell things to people who I don't know, who don't trust me, and just aren't interested in sparing me a few minutes to hear what I have to say; I hate cold-calling and am shocked by the way some British people treat people who are just trying to make them aware of a service that will benefit their business.
Rapid Result Referral has been a godsend to me.
Jammed full with ideas on, as Bruce Lee would calmly put it, 'The art of selling without selling'. I look forward to expanding my client list, reaping a huge commission, and keeping my dignity when all about me are losing theirs.
Testimonials, referrals, affiliates, recommendations and much, much more... I can't wait to read it again!
Now all I have to do is convince my bosses that walking around industrial estates, knocking on doors, collecting compliment slips and phoning complete strangers is ok, but it's hardly the most efficient use of my time... Wish me luck!
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1 of 1 people found the following review helpful By Peter Wade VINE VOICE on 27 Dec. 2009
Format: Paperback
Implementing a formal referral generating system has the power to double or even triple your business.

Build your profile and they will come.

I have spoke to people about where they get their business usually professional firms and they have boasted to me in the past that they get them through referrals . This indicates that they are so good that people seek them out.It is partly true but not the whole story. Many who have told me that over the last nearly forty years are not now in business and I still am.

I suppose I am to be impressed by this as they then claim they don't really have to advertise. They may well be right but unless you have some sort organised methods of boosting or tracking those referrals they will ultimately fail.

We are very reticent in professional firms to make out that we are salesmen but referral is a softer sell.

All you have to do is ask people who else might benefit from our services.

I am going to employ a system of referrals in the new year so I was very interested to revisit the subject.At 154 pages this is a quick easy read. It is packed full of facts not meandering anecdotes. I have built a firm using such a method just by visiting a series of people over a six month period and being everywhere your business will increase. If you are a coward and we all are start with all your contact then ask them for at least two names. You will then be able to double or triple your contact list in six months. By the time you have gone through all them asking them for two names you may have too many people to visit or too much work to cope with . Either wont be a problem.The too much work has never been a problem as you just get more people in or become more efficient.
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2 of 2 people found the following review helpful By W. Milton on 13 May 2009
Format: Paperback
This is a 'must-have' little book for anyone who is in the selling business. Full of wonderful ideas which can be implimented by anyone in any situation. Its the type of book which will have you reading little gems out to anyone around who will listen. This could transform your selling habits.
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0 of 1 people found the following review helpful By Trevor Waddleton on 19 Jan. 2010
Format: Paperback
This book in my opinion is aimed at businesses with several employees rather than the sole trader like myself. On the whole I was dissapointed with the book. There were a few good tips but nothing really new. I don't think it is very well written either.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 1 review
Read It And Reap! 19 Jun. 2005
By Peter - Published on Amazon.com
Format: Paperback
Up-to-the-minute business guru Roy Sheppard has distilled what you need to know to maximize your business success through the most cost-effective marketing channel: those you know, already.

No padding here. A quick and important read for those seeking to align their marketing plans with today's realities.

Building good customer relationships is a capital investment. Don't squander your return by failing to manage your customer portfolio. Fly in a consultant for a couple of days business class; or, for less than the cost of a few Starbuck's lattes, get Mr. Sheppard's practical advice on maximizing profitability through effective customer referral management.
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