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

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ISBN-10: 0071769277

ISBN-13: 9780071769273

Edition: 2012

Authors: Alan Weiss

List price: $20.99
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Book details

List price: $20.99
Copyright year: 2012
Publisher: McGraw-Hill Education
Publication date: 11/16/2011
Binding: Paperback
Pages: 288
Size: 6.25" wide x 9.50" long x 0.75" tall
Weight: 0.748
Language: English

Alan Weiss, Ph.D., is president of Summit Consulting Group, former vice president of the international training firm Kepner-Tregoe, and a star on the speakers circuit. He is the author of more than 400 articles and ten books, which include Best Laid Plans, Money Talks, Our Emperors Have No Clothes, and Million-Dollar Consulting. Dr. Weiss resides in East Greenwich, Rhode Island.

Preface
Acknowledgments
About The Author
Business Relationships are A Process, not an Event
How To Create Long-Term Clients And Customers
The Characteristics of a Relationship Business
Initial Language and Behaviors to Stimulate Leverage
The Criteria for High-Potential, Long-Term Clients
The 10 Critical Dos and Don'ts
The Best Positioning for You
The Annuity Factor
I Will Still Love You In The Morning
Creating a Million Dollar Consulting“ Accelerant Curve
Adjusting to the Styles of Buyers
Why and When Perceptions of Value Follow Higher Fees
The Client Potential Bell Curve
Allowing the Buyer to Buy (More and More)
Expanded Business
Why More, Not Less, Is Better For The Client
Why No Good Deed (Project) Should Go Unrewarded (Expanded)
"If You Think This Is Good": Demonstrating Leverage
Moving Up, Down, Inside, Outside, and All Around
Language Template
When You Hit the Ceiling, and How to Go Through It
The Platinum Standard
Asking For Referrals Is Doing Three People A Favor
The Mentality of Value, Not Sales
Positioning the Request and Following Up
Priming the Pump (Not Taking No for an Answer)
Approaching the Third Party Irresistibly
How to Reward and Stimulate Referral Sources
Institutionalizing Your Presence
How Dogs Set The Standard For Being Invited In And Never Leaving
Joining Internal Groups
Providing Extra Value (without Losing Your Shirt)
Creating Lateral Contacts
Sharing Ownership of Intellectual Property
Demonstrating Unique Value (Sole Source Soul)
Interlude My Greatest Referral
The Cult Of Ceyk (Call Everyone You Know)
Careful Where You Step; You're Crushing Referrals
Untapped Referral Sources Around You
Creating "Soft" Referral Requests
Using Social and Civic Mechanisms
Language Template
If and When to Pay Referral Fees
Referral Ammunition
Assembling Testimonials, Endorsements, And Love Letters
Ask Earlier than You Would Think
Using Technology to Exponentially Improve Impact
Coauthoring, Coproducing, and Cooperating
Language Template
Keeping Current while Showing Consistency
You Can Go Home Again-Revisiting Past Clients
Aren't You...?
Maintaining Contacts
Tracking Key People
Creating Communities
Utilizing Past Clients in Current Promotions
The Diamond Standard
Creating Retainers And Evergreen Clients
Converting to "Access to Your Smarts"
Guilt-Free Relationships when People Rarely Need You
The Picasso Rule: You Know Where to Put the Paint
Price Guidelines for Retainers
Retainers for Life (AKA "the Vault")
The Kaleidoscope
The Discipline And Focus For Permanent Referrals
Referrals from Colleagues
Weekly Routines
Providing Referrals for Reciprocity
The Referral Referral (No Kidding)
Referrals while You Sleep
Appendix Electronic, on my site, updated regularly
Questions to Ask
Rebuttals to Resistance
Weekly Discipline Techniques
How to Stimulate More Referrals
Index