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Unstoppable Referrals: 10x Referrals Half the Effort, by Steve Gordon
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Take Command of Your Referrals
Marketing strategist Steve Gordon dares you to re-evaluate your approach to attracting referrals and shows you a contrarian approach to referrals that will have you kicking yourself for not reading this book sooner.
Gordon doesn't offer stale advice like "ask more often" or "improve customer service" or "use this script!" He gives you a paradigm shifting approach to getting loads more referrals, while spending less time, effort and energy. You'll finally see a path to attracting a predictable stream of referrals to your business...without ever "begging" for a referral again!
Discover:
- The three ways to increase your referrability
- The trick to getting 5-10 referrals in your very next client meeting
- Why "asking more" rarely leads to more referrals
- The secret reason you're not getting more referrals
- Why chasing "referral partners" is a waste of time
- Sales Rank: #316259 in Books
- Published on: 2014-07-02
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .40" w x 5.50" l, .46 pounds
- Binding: Paperback
- 176 pages
Most helpful customer reviews
12 of 12 people found the following review helpful.
Superb manual - practical advice on creating a torrent of referral business
By Srikumar S. Rao
I have read many books on referrals and most of them gave variations of the same advice: 1) Ask for them. If you are not getting them, ask more often. 2) Ask more people 3) Ask different people. Sometimes this can get ludicrous. I remember one person saying that hairdressers can be good referral sources for neurosurgeons. Still not sure if the author was being tongue-in-cheek or serious.
The vast majority of service businesses feel that they get more than half their business from referrals. The vast majority of service businesses do not have a program in place to ask for referrals. And the vast majority of businesspersons - many quite astute - do NOT ask for referrals.
Why is this? Gordon does an exemplary job of outlining why smart people do not ask for referrals and why well intentioned peope do not give them to the detriment of both.
You don't ask for referrals because it makes you come across as 'greedy' or 'needy' and makes you a supplicant. Who needs that?
Your best customers do not give referrals - especially in high-trust-needed fields like financial services - because they do not want to be seen as unleashing sales pressure on their valued contacts. If it does not work out they have injured relations with both their contact and you. Why risk this? Easier to do nothing.
The real 800 pound gorilla in the room is that persons are rarely ready to 'buy now' and no one wants to get into a situation where he is either unleashing a salesperson on someone else or fending off a sales person unleashed by someone else.
Gordon's solution is simple and extremely powerful. And elegant. It makes immediate sense when you understand the inner dynamics at work in any referral situation.
The way out is to remove any suggestion of sales. No pressure. No salesperson will even call. And deliver such great value that the prospect/client will fall over herself to let all her friends know about you and what you do.
It CAN be done. Gordon gives step by careful step methods of doing exactly that. Then he goes further by showing you how to get sources to refer you and then he goes even further by showing you how to build relations with sources who will refer you.
There is a lot more such as how to become a person worth referring and how to get bunches of referrals at once rather than in onesies and twosies and how to nurture the referrals you get till they become customers.
Get this book. You will not regret it and it will help your business grow.
20 of 23 people found the following review helpful.
A giant marketing pitch to up sell you on his program
By Kevin
Pretty much a giant sales pitch. The book had little actual use cases and everything points you to buying into the program with the actual plans and use cases. This is basically a very well crafted marketing piece. It gives you just enough information to make you want to buy the more expensive plans from Steve Gordon. It is a brilliant from his marketing perspective but almost useless if you think you are going to really learn how to get 10x the referrals after reading this book.
12 of 13 people found the following review helpful.
Pretty vague without a lot of real world examples
By Heather AV
Meh. Pretty vague without a lot of real world examples. It's also pretty annoying when the author constantly says " in chapter x I'll explain how to do this". Seems like there was more talking about what he was going to say than actually saying it. I'm pretty sure this is just one of those books that is not actually meant to educate, but rather to get you to buy the authors services.
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