Rapid Result Referrals: Practical Tips and Ideas to Increase Your Sales (Knowledge Nugget Guides) [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!

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.

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. Also an up side of having more work is you can occasionally sack recalcitrant clients and be more choosy with the difficult ones who want to beat you down on price.

Those who come to you by way of recommendation are less price sensitive as they perceive you as being better at you job.

The person who I learnt it form told me you just to have to visit them, they will know what you are there for. Amateurs spend their time talking about buiness which will put off your contacts. You just have to connect with another human being and they will naturally want to help you.

The author claims that you could easily triple your business. I believe him and I will prove it, by using the method.

The beauty is it is a no tech way of increasing business. All you need is a data base to track who you know and when you last contacted them. this is just the modern version of the index cards much loved of salesmen.

You could ask your existing contacts. Do you know anyone else who might benefit form our services. Most people will give you at least two names. You then contact them and on it goes, At least you have then been given a qualified lead rather than leafleting the public at large who may not be interested in your services.

The main thing is to remember the first question is How can I help you. then talk about their business they are then much more amenable to listening to what you do. It also takes away the sting of refusal. who is going to refuse to talk to you about their business and what you could do for them.

That is the most powerful sentence in the whole book. All you to have to do is be interested in people and ask how you can help them. If you want t be thought of as a great conversationalist then ask people about themselves- they will love you.

If you have got too much buiness and your Richard Branson or Bill gates don't bother reading this book but for the rest of us just pick up a few hints and you will increase your business.

Networking has got itself a bad name so I don't like using the word as it smacks or cynically socialising with people just to use them to get buiness. If you use this approach and try to do favours fist it will not look like begging or beig on the back foot. Networking has been around since the dawn of time but people were not crass enough to think of it as that it was just a natural part of business particularly in the golf set to put yourself about so that you were wll known in the hopes they would use your services.

Many professional firms used to have a senior8 partner who job it was was just to be out their socialising with the clients . Later the Americans of course got it down to a fine art with the idea of the rainmakers.

Everyone has to know their place in the organisation but other skills can be learnt. We have the finders and grinders but these days you had better be both.

I will be rereading this book over the next six months. It is a little gem.