Table of Contents

CONTENTS
FOREWORD v i i
PREFACE x
ACKNOWLEDGMENTS x i i i
INTRODUCTION 1
SECTION I
Get More Referrals: Leverage
Your Successful Relationships 7
1 Your Referral Mindset 9
2 Enhance Your Referability 17
3 Promote Referrals 27
4 Ask for Referrals 39
5 Create “Word of Internet” 67
SECTION II
Get More Introductions:
Create Connections to Your New Prospects 79
6 Introduction Basics 81
7 Securing Effective Introductions 89
8 Event Marketing 99
SECTION III
Get More Appointments: Reach Your New
Prospects and Begin the Conversation 113
9 Crafting Your Approach 115
10 Contacting Referral Prospects 131
11 Staying in Touch with Prospects 153
SECTION IV
Get More Clients: Confirm the NewRelationship with High-Value Clients 163
12 Building Trust 167
13 Asking the Right Questions 177
14 Creating an Effective Sales Process 185
15 Talking About Your Value 197
16 Dealing Effectively with Objections 215
17 Asking for the Business 221
APPENDIX 1
What’s Your Re fe rral Confidence Quotient? 225
APPENDIX 2
Professionals Never Stop Practicing 228
APPENDIX 3
Get Your Assistant or Staff Involved 231

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