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by Alan Weiss
Million Dollar Referrals
Cover page
Million Dollar Referrals
Copyright Page
Dedication Page
Contents
Acknowledgments
About The Author
Chapter 1 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
Chapter 2 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)
Chapter 3 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
Chapter 4 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
Chapter 5 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
Chapter 6 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
Chapter 7 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
Chapter 8 You Can Go Home Again—Revisiting Past Clients
Hey, Aren’T You . . .?
Maintaining Contacts
Tracking Key People
Creating Communities
Utilizing Past Clients in Current Promotions
Chapter 9 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”)
Chapter 10 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
Index
Footnotes
Chapter 1
1
2
3
Chapter 2
1
Chapter 3
1
Chapter 4
1
2
Chapter 6
1
Chapter 7
1
Chapter 8
1
2
3
4
5
6
Chapter 10
1
2
3
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