更新时间：2019-09-20 12:20:28
封面
版权信息
THE REFERRAL OF A LIFETIME
文前
献辞
FOREWORD
CHAPTER 1 Being Authentic with a System That Resonates
CHAPTER 2 The Combination to Referral Success
CHAPTER 3 It’s Who Your Clients and Associates Know
CHAPTER 4 Categories and Avatars That Create Focus
MY PERFECT CLIENT AVATAR
GOAL 1
GOAL 2
GOAL 3
CHAPTER 5 Personal Connections That Are Compelled to Refer
GOAL 4
GOAL 5
GOAL 6
CHAPTER 6 A Philosophy and Process That Works for You
GOAL 7
CHAPTER 7 Social Proof Is a 24/7 Sales Force
GOAL 8
GOAL 9
CHAPTER 8 Generating Referrals with a New Perspective
NEXT STEPS LIST
CHAPTER 9 The Referral of a Lifetime
APPENDIX
HIGHGROUND’S PRINCIPLES OF BUSINESS
HIGHGROUND’S PRINCIPLES OF BUSINESS QUESTIONS
YOUR PERFECT CLIENT AVATAR
LETTER OF INTRODUCTION TO PAST CLIENTS
THE THREE LEVELS OF COMMUNICATION
CONFESSION LETTER
HIGHGROUND’S PRINCIPLES GOAL PAGES
MAGIC QUESTIONS FOR NEW CONTACTS
THE FOUR BUSINESS PERSONALITY WINDOWS
RELATIONSHIP DEVELOPMENT PROGRAM SUGGESTIONS
SHOW YOUR APPRECIATION! PLEDGE AND POLICIES SAMPLE
HIGHGROUND’S TWENTY NEXT STEPS
ABOUT THE AUTHOR
Berrett-Koehler
BK
