Endless Referrals : Network Your Everyday Contacts into Sales

Preface ix Note on the Revised Edition xiii Acknowledgments xv CHAPTER 1 Networking: What It Is and What It Does for You! 1(12) CHAPTER 2 Questions Are the Successful Networker's Most Valuable Ammunition 13(14) CHAPTER 3 How to Work Any Crowd 27(12) CHAPTER 4 Profitable Follow-Up 39(19) CHAPTER 5 Understanding the Law of Successful Giving and Successful Receiving 58(13) CHAPTER 6 Training Your Personal Walking Ambassadors 71(14) CHAPTER 7 Prospecting for Fun and Profit 85(28) CHAPTER 8 Using the Internet to Help Build Your Network 113(15) CHAPTER 9 Position Yourself as the Expert (and Only Logical Resource) in Your Field 128(28) CHAPTER 10 Cross-Promotions: True Win-Win Networking 156(12) CHAPTER 11 The Referral Mindset: Turning Appointments Into Referrals 168(19) CHAPTER 12 Why Most Salespeople Don't Ask for Referrals and How to Overcome It 187(22) CHAPTER 13 Six Essential Rules of Networking Etiquette 209(10) CHAPTER 14 Attraction Marketing: Featuring the ProfitFunnel System® 219(21) CHAPTER 15 Begin Your Own Profitable Networking Group (Or Join Another's) 240(15) CHAPTER 16 Networking for a New Job 255(9) CHAPTER 17 The Foundation of Effective Communication 264(12) CHAPTER 18 Networking: Begin Now 276(4) Index 280