‘A trusted referral is the holy grail of advertising’ – Mark Zuckerberg
The fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from your network; clients, intermediaries, family, friends, and existing and former colleagues. And yet most sales professionals don’t ask, or if they do, they end up making themselves and their client feel awkward.
Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His 7-step plan helps salespeople understand their own reluctance, change their mindset, and apply practical techniques so they can ask in a way that’s both natural and effective.
From preparation before the meeting and identifying the ‘bridge line’ to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately.
Graham became one of Goldman Sachs’s most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Julius Baer, and Deutsche Bank, as well as smaller businesses.
Foreword by Brett Lankester
Former Chief Executive Officer, London, Union Bancaire Privée
A useful book with plenty of examples and lessons to help you grow your customer base. The 7 Steps are implementable, and the book is written in a very readable style. A useful resource for those seeking to grow their business – now!
This book is thoughtfully laid out with worksheets to help me focus on who I should ask for a referral from within my network and get organized around the whole subject of referrals. I am now creating a plan and beginning to execute it!
Really enjoyable. Graham’s engaging style and professional experience make you sit up and soak everything he has to say in, while the worksheets also add in a layer of practicality and real-life scenarios that will no doubt prove very useful moving forwards. I look forward to putting the method into action and expect flying results!
This book really works. A simple, clever and powerful idea which, having run sales teams, can imagine will have an immediate impact.
A superb read – very clear guidelines and professional advice. The progressive chapter by chapter action/worksheet framework provides really useful methodology into organising your own approach, who to ask etc. This book provides great practical advice in how to grow your business through step by step actions – has helped to organise my own approach immensely.
This book is a way to grow revenues quickly. It is clear in front of me there are great opportunities to find new clients by asking for referrals. Graham is clearly someone who does not want to waste time, and takes advantage of all opportunities. This book is helping me to think in a different way.
Why haven’t I been doing this?
It seems so simple and obvious but so many people just aren’t doing it, or aren’t doing it in the right way. I’ve already started putting Graham Eisner’s wise words into practice and seeing the benefits to my business.
Fascinating exploration of some of the human foibles and insecurities that prevent us from doing something pretty fundamental in building a business. Well written and with practical tips. Certainly something I’ll be making use of.