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Recommended: How to sell through networking and referrals
- By Andy Lopata
- Published Aug 22, 2011 by FT Press.
- Copyright 2011
- Dimensions: 5 X 9
- Pages: 304
- Edition: 1st
- Book
- ISBN-10: 0-273-75796-2
- ISBN-13: 978-0-273-75796-2
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Product Author Bios
Labelled ‘Mr Network’ by The Sun, Andy Lopata was last year named one of Europe’s leading business networking strategists by the Financial Times. Andy is a featured columnist in the US magazine The National Networker and writes for several business magazines in the UK. For eight years, Andy was Managing Director of UK network Business Referral Exchange. He has since worked with a range of companies such as Sage, Merrill Lynch, Retail Trust, Currencies Direct and Mastercard to help them realise the full sales potential from their networking.
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
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1 of 1 people found the following review helpful
Excellent for networking newbies and experts alike, By Linda Parkinson-Hardman "Linda" (Dorset, UK) - See all my reviews
This review is from: Recommended: How to sell through networking and referrals (Financial Times Series) (Paperback)
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 local store, we knew who the traders were, we knew the people that would be able to best solve our problems. Then came mass marketing and mass shopping, suddenly the rules of the game changed and we were buying on price; often ending up unhappy with the end result.With the advent of social networking online, we are once again becoming used to buying the things we want and need based on recommendations and suggestions from our friends.We are once again familiar with the reality and practicality of the `recommendation'. This change has been a boon for the experienced networker, whose skills are honed to within an inch of their life. But what about those people who have yet to tread the networking boards, who know that `word of mouth selling' is important but don't know what to focus on or... Read more
1 of 1 people found the following review helpful
Unique among the category,
This review is from: Recommended: How to sell through networking and referrals (Financial Times Series) (Paperback)
There are very few well-written self-improvement/business productivity books out there, and this is one of them. I'm not usually a fan of this genre, as I find them typically self-aggrandising and not very useful. I am thrilled to have found this book, then - Andy Lopata is an elegant writer who manages to impart really useful information and be motivational (in a matter-of-fact way) at the same time. You might think there isn't much new to add to the world of referral networking, but I'd say you are wrong. It's incredible to think how much you can get out of your current network, if only you do it right. I can't recommend this book highly enough and I've really enjoyed it. It's well worth the small investment in time.
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Table of Contents
Acknowledgements
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
Sample Pages
Download the sample pages (includes Chapter 3 and Index)
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