Fearless referrals
By: by Matt Anderson
Edition: 1st ed.
Publisher: McGraw-Hill
Published: 2012
Place of publication: New York
Language: eng
ISBN-13: 9780071782876
Subjects: Business referrals
Notes: Includes index.
Table of contents: title: The fearless referral fundamentals; title: Earning the fearless referral; title: Becoming fearless; title: Fearless referral asking; title: Fearless referral-getting strategies; title: The 6 steps of a fearless referral conversation; title: Follow the 6 steps to a fearless referral conversation; title: Use step 1: acknowledge your client; title: Use step 2: get positive feedback; title: Use step 3: why you must get specific; title: Use step 4: reduce their resistance; title: Use step 5: coach your client to warm up the referral; title: Use step 6: keep control of the process; title: Fearless follow-up.