LEADER 04318nam 2200709 450 001 9910151653703321 005 20230403155239.0 010 $a0-273-75846-2 010 $a1-283-33410-0 010 $a9786613334107 010 $a0-273-75845-4 035 $a(CKB)2670000000133525 035 $a(StDuBDS)AH25270886 035 $a(SSID)ssj0000595757 035 $a(PQKBManifestationID)12309053 035 $a(PQKBTitleCode)TC0000595757 035 $a(PQKBWorkID)10558558 035 $a(PQKB)10508327 035 $a(MiAaPQ)EBC5175985 035 $a(MiAaPQ)EBC5174078 035 $a(MiAaPQ)EBC5831786 035 $a(MiAaPQ)EBC5136239 035 $a(MiAaPQ)EBC6401378 035 $a(Au-PeEL)EBL5136239 035 $a(CaONFJC)MIL333410 035 $a(OCoLC)1024274771 035 $a(CaSebORM)9780273757962 035 $a(EXLCZ)992670000000133525 100 $a20190812d2011 uy 0 101 0 $aeng 135 $aur||||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aRecommended $ehow to sell through networking and referrals /$fAndy Lopata 205 $a1st edition 210 1$aHarlow, England :$cFinancial Times :$cPrentice Hall,$d[2011] 210 4$dİ2011 215 $a1 online resource (xxii, 278 p. )$cill 300 $aFormerly CIP.$5Uk 311 $a0-273-75796-2 320 $aIncludes bibliographical references (pages 267-270) and index. 327 $aAcknowledgements Preface Introduction Part One - Why you need to get recommended Chapter One What is a referral? Chapter Two The role of networking Chapter Three - Current approaches don't work Chapter Four You can t just throw mud at a wall Part Two The foundation of the ultimate referrals strategy Chapter Five The role of trust in a referrals strategy Chapter Six Do people understand how to refer you? Chapter Seven Who has the best opportunity to refer you? Part Three How your network can help you generate referrals Chapter Eight- The six degrees of separation and how they influence your referrals strategy Chapter Nine Where will your referrals come from? Chapter Ten Referrals within an organisation Chapter Eleven How to select the right networks for you Part Four How to get your network to refer you Chapter Twelve Inspiring people to refer you Chapter Thirteen When to ask for referrals Chapter Fourteen Referring others with confidence Part Five Tools you can use Chapter Fifteen LinkedIn as a referral tool Chapter Sixteen The Referral Book Chapter Seventeen - Results you can rely on In a nutshell: Ten steps to an effective referrals strategy Further resources Index 330 8 $aReferrals and recommendations are the most effective drivers of new business. This book will show you how to make your business thrive by generating referrals and sales from your own networks cheaply, effectively and quickly.$bReferrals 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 517 3 $aHow to sell through networking and referrals 606 $aWord-of-mouth advertising 606 $aBusiness referrals 606 $aBusiness networks 606 $aMarketing 615 0$aWord-of-mouth advertising. 615 0$aBusiness referrals. 615 0$aBusiness networks. 615 0$aMarketing. 676 $a658.872 700 $aLopata$b Andy$01159908 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910151653703321 996 $aRecommended$92707701 997 $aUNINA