Million Dollar Referrals: The Secrets to Building a Perpetual Client List to Generate a Seven-Figure Income

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McGraw Hill Professional, Oct 21, 2011 - Business & Economics - 288 pages

Build a million-dollar business out of untapped referrals!

Alan Weiss has taught thousands of people how to put their expertise to work through consulting, speaking, and coaching. Now, in Million Dollar Referrals, he takes it to the next level, giving you the tools to leverage relationships with current clients—and grow your business exponentially. Million Dollar Referrals reveals Alan Weiss’s powerful system for cultivating relationships and generating more business than you ever thought possible. Learn how to:

  • Build sincere, trusting relationships with current and past clients
  • Tailor your referral requests to the personality of the client
  • Identify opportunities to communicate the value of your services
  • Stay in touch throughout the year—with everyone
  • Build a repository of references, testimonials, and other referrals in writing (or on video)
 

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Contents

How to Create LongTerm Clients and Customers
1
I Will Still Love You in the Morning
25
Why More Not Less is Better for the Client
47
Asking for Referrals is Doing Three People a Favor
69
How Dogs Set the Standard for Being Invited in and Never Leaving
91
My Greatest Referral
111
Careful Where You Step Youre Crushing Referrals
131
Assembling Testimonials Endorsements and Love Letters
153
Hey Arent You ?
175
Creating Retainers and Evergreen Clients
197
The Discipline and Focus for Permanent Referrals
217
Index
239
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About the author (2011)

Alan Weiss, Ph.D., founder of the Summit Consulting Group, Inc., is the recipient of the Lifetime Achievement Award of the American Press Institute and an inductee into the Professional Speaking Hall of Fame. He has also been named a Fellow of the Institute of Management Consultants. Weiss has written more than 500 articles and 40 books, which have been translated into nine languages, including his bestseller, Million Dollar Consulting.

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