"Endless Referrals" by Bob Burg

"Endless Referrals" by Bob Burg, "Get Clients Now" by C.J. Hayden and "Book Yourself Solid" by Michael Port are among the core books that I use with many of my clients.   In combination, they make a fantanstic business development program for the non-sales professional.  "Get Clients Now" provides the structure, "Book Yourself Solid" provides the focus and "Endless Referrals" talks about how to develop the relationships you need to grow your business.

Bob Burg was here in June with Motor City Connect. Don't worry if you missed him.  You can find everything he talked about in his books.

All three books talk about the "know, like and trust" factor that's mandatory for anyone who sells a service, such as an attorney, chiropractor, coach or consultant.   "Endless Referrals" focuses exclusively on it.   Bob talks about how to get to know people enough to be able to ask for and get quality referrals, and maintain that relationship over time.

The first few chapters talk about building rapport, the process of developing trust.  He gives 10 'Feel-Good Questions©'  that help you get to know someone and create a connection with them.  He also guides the reader on how to adjust these questions for social events of any kind using the "F-O-R-M" (Family, Occupation, Recreation, Message) method.  I highly recommend studying these questions and using them at your next networking event.  Watch your network grow as you get proficient at this process.  This is by far the clearest process of how to create connection with someone that I have seen so far.

The next few things Burg focuses on are how to ask for referrals so that you actually get them.  Most people just aks if you know "anyone."   I have news for you - there is no one by that name.  It's not likely to get you referrals because it's too general.  He shows you how to narrow it down so that you make the frame of reference manageable for most people without making it too narrow (Tina Morrow at XYZ Company).

Burg also talks about how to get a testimonial that actually supports your business.  I really appreciated that section, after receiving some testimonials that were either unreadable or not what I do. I'm sure you've gotten a few of those too.

I would go to other resources rather than "Endless Referrals for information on internet and other business development strategies, but there is nothing better than "Endless Referrals" for how to build trust and follow up. 

"Endless Referrals" is not the only book you need for your business if you provide a service, but it's a good place to start.