Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales

<h1>Perfect Phrases for Sales Referrals</h1>Introduction ix<h2>Part I Perfect Phrases for Earned Referral Factor</h2><h3>Chapter 1 How a Referral-Based Business Can Work </h3><h3>Chapter 2 Common Language and Direct Value Statements</h3><h4>The Direct Value Statement <br>Sample Direct Value Statements<br>Using the Direct Value Statement </h4><h2>Part II Perfect Phrases for Client-Generated Referrals</h2><h3>Chapter 3 What Keeps People from Earning Referrals</h3><h4>12 Reasons You Don’t Earn Referrals <br>The Real Reasons for Lack of Referrals<br>Leverage Your Tools <br>Give-to-Get Meets Time Management <br>Noncompetitive Groups <br>Self-Assessment <br>Conclusion </h4><h3>Chapter 4 Give-to-Get</h3><h4>Stop Stumbling on Referrals <br>A Referral Philosophy <br>Knowing Whom to Ask: The Four Characteristics of a Qualified Connector </h4><h3>Chapter 5 Give Value First</h3><h4>Client- or Prospect-Generated Referrals <br>Nonclient-Generated Referrals <br>Conclusion </h4><h3>Chapter 6 Follow Through </h3><h4>Follow Through with Referrals <br>Active Connectors <br>Passive Connectors <br>Follow Up with Connectors</h4><h2>Part 3 Referrals from Nonclients 73</h2><h3>Chapter 7 Give Emotional Words </h3><h4>The Formula for Success <br>Needs versus Wants </h4><h3>Chapter 8 Nonclient Phrases </h3><h4>Principal Accountant <br>Nonprincipal Architect <br>Principal Architect <br>Litigating Attorney <br>Nonlitigating Attorney <br>Nonentrepreneurial CEO with an Engineering Background <br>Nonentrepreneurial CEO with a Financial Background <br>General Nonentrepreneurial CEO <br>Nonentrepreneurial CEO with an Operations Background <br>Chief Financial Officer <br>Chief Information Officer <br>Chiropractor <br>Corporate Executive <br>Entrepreneurial Dentist/Orthodontist <br>Design Engineer <br>Entrepreneur with an Engineering Background <br>Entrepreneur with a Financial Background <br>Entrepreneur with an Operations Background <br>Equipment Engineer <br>Facilities Manager <br>Franchisee <br>Hematologist <br>Hospital Administrator <br>Hospital Materials Manager <br>Human Resources Training Executive <br>Insurance Claims Adjuster <br>Medical/Dental Office Manager <br>Oncologist <br>Pathologist <br>Primary Care Physician <br>Process Engineer <br>Purchasing Agent/Manager <br>Radiologist <br>Real Estate Manager <br>Researcher <br>Semiconductor “Fab” Manager <br>Surgeon </h4><h3>Chapter 9 Getting Recommendations </h3><h4>Using Social Proof for Maximum Impact <br>Getting Satisfied Customers to Help You Sell <br>Compiling References <br>Other Types of Social Proof <br>Conclusion </h4><h3>Chapter 10 A Long-Term Strategy </h3><h4>Handwritten Cards <br>Sample Cards </h4><h3>Chapter 11 Conclusion </h3>