No matter what business you are in, if a large percentage of your leads are not coming from referrals, you’re missing a very important aspect of generating new business. In their book THE REFERRAL CODE, authors Larry Pinci and Phil Glosserman will show you how to carry exactly what the sub-title suggests; how to UNLOCK A CONSTANT STREAM OF BUSINESS THROUGH THE POWER OF YOUR RELATIONSHIPS.
If you’ve read Pinci & Glosserman’s earlier book, Sell the Feeling, then you know this book is well worth reading. This is a business allegory and is a continuation of sorts of the allegory told in their earlier book. Neil, the main subject in Sell the Feeling, is now married to a young woman named Jennifer. When Jennifer finds herself under the supervision of a new sales manager that is a big advocate of cold calling and has set almost untenable benchmarks, Neil suggests she turn to his old mentor, Sam for guidance.
In the story that follows, Sam takes Jennifer under his wing and over the next few weeks, lays out a plan for generating new business that he calls the referral code. Pinci and Glosserman do a superb job of covering every detail you need to know to put the referral code to work for you no matter what business you are in. I am convinced if you follow what is outlined here, you will generate more referrals than you have ever had.
When you are baking, unlike stove top cooking, you’re not really following a recipe, you’re following a formula and that formula must be carried out with precision and in the proper order. That’s what the referral code is. It’s a formula that when carried out step by step, will produce the results you are looking for.
More and more today, we are finding books offering additional on-line information and tools, only most of the time that additional information doesn’t amount to much. I’ve had a chance to look this over the free additional online information here can be put to work immediately to help you implement your own referral code. I really enjoyed reading the free download; ‘What Every Business Person Needs to Know About Making and Maintaining Agreements”. If you manage a sales staff, you will find very useful information here.
I’ve read a few other books about building referrals and they’ve all been helpful, but The Referral Code outlined by Pinci & Glosserman is the simplest and makes the most sense. This is a common sense approach to putting the power of networking to work for you. I highly recommend this book.
Monty Rainey is a District Manager with over 14 years in the self storage industry currently overseeing 21 stores in the Austin & San Antonio, TX area. He is also a leadership coach and public speaker. For a free consultation, please contact Monty at 830-743-2139 or visit his website at http://www.montyrainey.com .