Recommended : how to sell through networking and referrals
著者
書誌事項
Recommended : how to sell through networking and referrals
Financial Times/Prentice Hall, 2011
大学図書館所蔵 全1件
注記
Includes bibliographical references (p. 267-270) and index
内容説明・目次
内容説明
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
目次
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
「Nielsen BookData」 より