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Recommended: How to Sell Through Networking and Referrals (Financial Times Series) [Paperback]

Andy Lopata
5.0 out of 5 stars  See all reviews (31 customer reviews)
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Book Description

8 July 2011 Financial Times Series

Referrals and recommendations are the most effective drivers of new business. This book will show you how to make your business thrive by generating referrals and sales from your own networks cheaply, effectively and quickly.

Written by Andy Lopata, who was christened ‘Mr Network’ by The Sun and listed as one of Europe’s leading business networking strategists by the Financial Times in 2009, Recommended will show you how to implement a simple yet effective strategy you can rely on to source the leads you need to keep your business flourishing.

You will discover:

How to generate more of the leads that produce better quality business, leads that convert more easily and more quickly into real sales

Detailed guidance on how to use LinkedIn to generate referrals

Practical, takeaway information which can be implemented easily in any business that needs to generate new sales


Frequently Bought Together

Recommended: How to Sell Through Networking and Referrals (Financial Times Series) + FT Guide to Business Networking: How to Use the Power of Online and Offline Networking for Business Success (The FT Guides)
Buy the selected items together


Product details

  • Paperback: 304 pages
  • Publisher: Financial Times/ Prentice Hall; 1 edition (8 July 2011)
  • Language: English
  • ISBN-10: 0273757962
  • ISBN-13: 978-0273757962
  • Product Dimensions: 21 x 14 x 2 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (31 customer reviews)
  • Amazon Bestsellers Rank: 274,376 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Author

I believe that networking is a vital tool in business, from sales generation to career development. Unfortunately, it's still not treated with the same strategic consideration as other business methods, leaving many companies and individuals failing to realise the potential their networks offer.

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results.

A business networking strategist, I work with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. I work with my clients to help recognise that role and put the strategy and skills in place to leverage it.

I blog for The Huffington Post and NatWest Business Sense and have been quoted in national press, including The Sunday Times, The Financial Times and The Guardian. I have also co-authored two books on networking, with my third book, 'Recommended: How to Sell Through Networking and Referrals', published in 2011.

For eight years, I was Managing Director of Business Referral Exchange, one of the UK's leading referral-focused networking groups with over 2,000 member companies.Since leaving BRX, I have worked with companies from one-man bands to global names such as NatWest Bank, Merrill Lynch and Mastercard to help them realise the full potential from their networking.

When I'm not networking, speaking or training I have the dubious pleasure of being an avid Charlton Athletic football fan. I like sports generally, attending British athletics, Wimbledon and the cricket most years and having been to the 2007 Rugby Union World Cup Final.

I also try my hand (very badly) at golf, where my handicap is my swing, and waterskiing. I also swim regularly, although that's also what I spend most of my time doing when I waterski!

Culturally, I love music and have a very eclectic range of taste. I was a typical moody teenager listening to The Doors, Hendrix, Lou Reed and Bowie while at Uni. I hasten to add, they had all long disappeared from the scene by then! My taste these days ranges from classical to punk, with a lot in between. But certainly not Coldplay!

I also go to see films on a regular basis and enjoy going to the theatre several times a year.

My other passion is cooking. I make a mean Chocolate Truffle Torte!

Product Description

Review

“Shows you innovative new ways of generating referrals that make getting recommended faster, cheaper and more valuable.”

PQ Magazine 01st October 2011

 

"...very valuable and in-depth guide providing useful summaries and checklists.  The book goes deeper into the nature of trust and understanding between people, which I consider essential for any meaningful endeavour, both personally and professionally."

Amanda Phillips

Head of Executive Development, IDDAS

Women in Banking and Finance Magazine

October 2011

“…appealingly written with anecdotes and stories to illustrate different points… the writing is clear, direct and active making it feel as if selling through networking and referrals is straight forward, so long as you do it well…

This was a well written book and would prove useful to professionals:

    who already use networking and want some extra ideas
    who haven't been sure how to use their networks to ask for referrals
    who previously viewed networking as a bit of a chore, handing out business cards and getting no return
    new to networking and want ideas about how to start

 I’ll give ‘Recommended’ 9 out of 10 and will use it as a regular reference for my own strategy.”

Training Zone, 21/12/2011

"Whether you are an expert networker or a novice, the book is a practical guide that will reinforce that you need to build strong relationships to generate quality referrals.  Learn from a seasoned and recognized networking expert."

Jason Jacobson, Networking Insight, March 20th 2012

From the Back Cover

‘This book’s in-depth, practical advice will show you how to both build and profit from the relationships in your network.’  Ivan Misner, New York Times bestselling author and founder of BNI and The Referral Institute

‘Should be a mandatory read for anyone pursuing a career in sales and marketing-related fields.’ Colin Wright, Senior Vice-President, Global Sales Development, MasterCard

‘Powerful referrals are the foundation for any successful business and this is a practical guide to both receiving and giving high quality introductions.’ Nigel Kershaw OBE, CEO, Big Issue Invest and Group Chairman, The Big Issue Company Ltd

 

HOW TO GROW YOUR BUSINESS WITHOUT EVER COLD-CALLING AGAIN

Referrals are one of the oldest forms of marketing and we all know that a recommendation from a friend or trusted contact is worth far more than what we hear from an advert or a salesperson. Now there are new ways of generating referrals which make getting recommended faster, cheaper and more valuable. If you don’t have an effective strategy to get your business recommended by other people and to promote referrals through networking, you’re missing out on the most powerful and least expensive way of creating new business.

- Down-to-earth advice on how to generate better quality business leads that convert more easily and quickly into real sales

- Practical, takeaway information which can be implemented easily in any business that needs to create new sales

- Detailed guidance on how to use LinkedIn to stimulate referrals


Inside This Book (Learn More)
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

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Most Helpful Customer Reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars Highly Recommended! 18 Jan 2012
Format:Paperback|Verified Purchase
Andy is Mr Networking and definitely should be listened to. His networking strategies really work.

Lots of businesses waste lots of time and money networking. They think they're doing the right thing but are so unfocused that in the end they make little progress and come away saying ' I enjoy networking but it really gets me nowhere'. Alternatively there are those people that know they need to network but dread the thought of going to a networking meeting.

If you are either of these people then this book is for tailormade for you.

Andy shows you clearly how to plan your networking, how to get others to refer you, how to get people expecting your call and most of all how to make networking profitable and enjoyable.

This book is a must read and highly RECOMMENDED.
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2 of 2 people found the following review helpful
Format:Paperback
As most of our business is generated through referrals I am an active networker but always looking for ways to improve my networking and referral generation skills. Being a firm believer that people do business with people, this book provides many practical ideas, tools and techniques which will help you generate referrals through leveraging your relationships.

The ideas and suggestions have multiple applications beyond just business generation so can also help people in finding a new role or career development opportunities - take the principles an apply them to your situation. It makes no difference on your role, the size of business you are working in or seeking to work with (as employee or supplier), apply Andy's practical and easy to follow techniques and you a set to reap rewards.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Practical. Readable. Refreshingly useful. 20 Sep 2011
By Ayd
Format:Paperback
Since Andy's first great book on 'networking' (And Death Came Third) there seems to be a whole load of conflicting and confusing messages put out there by other practitioners on the vague topic of 'networking', especially since the rise in on-line social networks. Andy's new book sets the record straight and gets us back in business by pulling us back to the core of what it's really all about. He cuts through the cliches and platitudes, moves us away from the stamp collecting networkers and the NLP hypnotists: it's not just about being known, liked and trusted, it's about what action people will then take - will they recommend you? Does it help you to sell? That's what counts, and that's what Andy's philosophy and his systems are all about.

When you open this book, you'll notice immediately that it's so cleanly and clearly designed and put together that it's going to be the sort of book that you can actually read and digest. If you're used to the tedious and oppressive look of most business books, this will seem like a breath of fresh air.

The book's message is like the man himself: it's not really an art and it's not really a science, it's about doing the right thing in the right way, in a natural way, by following Andy's well researched and experiential advice. Anyone and everyone will improve their sales by reading this book.

Get a copy for yourself. Get one for each of your sales people. Send one to your clients too.
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2 of 2 people found the following review helpful
5.0 out of 5 stars A must read for all Marketeers 19 Sep 2011
Format:Paperback
This book is a must read for anyone responsible for sales & marketing within their organisation. It's a practical book that provides clear strategies to building a solid pipeline of referrals. I have already referred back to the book several times while applying the recommendations. I particularly like the `Referral Book' idea to help plan, track and monitor your referral success.
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2 of 2 people found the following review helpful
5.0 out of 5 stars This book will exceed your expectations 6 Sep 2011
Format:Paperback|Verified Purchase
"There is a belief that if you do a good job then people will refer us automatically but that simply isn't the case. ... The fact is that if you want to benefit from referrals based on the quality of your service alone, you need to substantially exceed expectations and give people a story they'll be unable to resist sharing ..." (Andy Lopata)

I should admit that Andy's book exceeded my expectations. It's full of exercises and tips. It helps you understand how to make easier for people to refer you. It shows you how to build business relationships and trust which is the core aspect in creating referrals.

It's a source of inspiration. While reading it I had to keep a notebook and pen near me as ideas how to approach people to receive referrals kept popping into my head constantly. I've read this book twice already, and I keep returning to it, each time finding new ideas and tips to increase number of referrals.

If you want to generate new customers this book is a must read.
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2 of 2 people found the following review helpful
By Stuart
Format:Paperback
If you are interested in generating more business for you or your company then this book is a must read. It's a very easy read and sets out the strategies in a simple and easy to undertsand way. It is not full of business jargon and soundbites but really useful and easy to implement ideas, which was ideal for someone like me who works in a industry where business jargon is not the norm. The overall feeling you get once you've read it is 'why didn't I look at networking and referrals in this light before?'. The ideas Andy sets out are easy to follow and this book is suitable for company directors to low level managers, I've already passed it on to others to read. It'll just make you better at the job you do!
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Most Recent Customer Reviews
5.0 out of 5 stars So what is the difference between referrals and networking?
You may think it is sheepishly approaching a complete stranger, handing them your business card, giving them a 60 second elevator pitch and hoping for a sale. Read more
Published 4 months ago by D. A. Bowman
5.0 out of 5 stars MUST READ for anybody - especially StartUps
Another brilliant book from one of the Best Networkers - world wide!!!
Even for me, also a professional networker / MatchMaker - this book contains is a MUST READ, and a... Read more
Published 10 months ago by tina jonasen
5.0 out of 5 stars Worth reading again and again and again
I run a growing Digital Marketing Agency and one of the key ways I get new business in is through referrals, I never stop learning how this can work better for me and my business. Read more
Published 12 months ago by Alistair Gleave
5.0 out of 5 stars Practical and actionable advice
I found this to be an excellent explanation about how to gain and best use referrals as a way to sell and grow a business. Read more
Published 13 months ago by R. Newton
5.0 out of 5 stars Excellent for networking newbies and experts alike
The business of selling both ourselves, our products and services seems to have come full circle. In the old days before supermarkets we would buy everything we needed from the... Read more
Published 17 months ago by Linda Parkinson-Hardman
5.0 out of 5 stars Very good and interesting
This book is very good and interesting for anyone in today's business world who appreciates and understands the importance of generating business through recommendations and... Read more
Published on 30 July 2012 by Graeme Fraser
5.0 out of 5 stars How To Get Your Networking Working For Your Business
Have you ever wondered why your networking isn't, 'working'?

Firstly, this book is written by someone who really knows, understands and excels at networking. Read more
Published on 20 Oct 2011 by A J Meade
5.0 out of 5 stars The first book you should buy on networking, lead or referral...
This book starts by making you realise why networking doesn't often produce the all results it should. Read more
Published on 10 Oct 2011 by Poulsden Lacey
5.0 out of 5 stars It Makes you Really Get It!
Before reading Andy's book I thought I was a good networker and well connected. Andy takes networking to a whole new level. Read more
Published on 3 Oct 2011 by Fabrizio Poli
5.0 out of 5 stars Learn how to be more strategic when seeking referrals
Even though I've been successfully generating referrals for some time, my approach was quite ad-hoc and the results were not always consistent. Read more
Published on 25 Sep 2011 by Jo Geraghty
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