Recommended: How to sell through networking and referrals by Andy LopataRecommended: How to sell through networking and referrals by Andy Lopata

Recommended: How to sell through networking and referrals

byAndy Lopata

Paperback | July 8, 2011

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Referrals and recommendations are the most effective drivers of new business. This book will show you how to make your business thrive by generating referrals and sales from your own networks cheaply, effectively and quickly.

Written by Andy Lopata, who was christened ‘Mr Network’ by The Sun and listed as one of Europe’s leading business networking strategists by the Financial Times in 2009, Recommended will show you how to implement a simple yet effective strategy you can rely on to source the leads you need to keep your business flourishing.

You will discover:

How to generate more of the leads that produce better quality business, leads that convert more easily and more quickly into real sales

Detailed guidance on how to use LinkedIn to generate referrals

Practical, takeaway information which can be implemented easily in any business that needs to generate new sales

Title:Recommended: How to sell through networking and referralsFormat:PaperbackDimensions:304 pages, 8.5 × 5.37 × 0.77 inPublished:July 8, 2011Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0273757962

ISBN - 13:9780273757962


Table of Contents





Part One - Why you need to get recommended

Chapter One – What is a referral?

Chapter Two – The role of networking

Chapter Three - Current approaches don't work

Chapter Four – You can’t just throw mud at a wall


Part Two – The foundation of the ultimate referrals strategy

Chapter Five – The role of trust in a referrals strategy

Chapter Six – Do people understand how to refer you?

Chapter Seven – Who has the best opportunity to refer you?


Part Three – How your network can help you generate referrals

Chapter Eight- The six degrees of separation and how they influence your referrals strategy

Chapter Nine – Where will your referrals come from?

Chapter Ten – Referrals within an organisation

Chapter Eleven – How to select the right networks for you


Part Four – How to get your network to refer you

Chapter Twelve – Inspiring people to refer you

Chapter Thirteen – When to ask for referrals

Chapter Fourteen – Referring others with confidence


Part Five – Tools you can use

Chapter Fifteen – LinkedIn as a referral tool

Chapter Sixteen – The Referral Book

Chapter Seventeen - Results you can rely on


In a nutshell: Ten steps to an effective referrals strategy

Further resources


Editorial Reviews

“Shows you innovative new ways of generating referrals that make getting recommended faster, cheaper and more valuable.” PQ Magazine 01st October 2011   "...very valuable and in-depth guide providing useful summaries and checklists.  The book goes deeper into the nature of trust and understanding between people, which I consider essential for any meaningful endeavour, both personally and professionally." Amanda Phillips Head of Executive Development, IDDAS Women in Banking and Finance Magazine October 2011 “appealingly written with anecdotes and stories to illustrate different points the writing is clear, direct and active making it feel as if selling through networking and referrals is straight forward, so long as you do it well This was a well written book and would prove useful to professionals:     who already use networking and want some extra ideas    who haven't been sure how to use their networks to ask for referrals    who previously viewed networking as a bit of a chore, handing out business cards and getting no return    new to networking and want ideas about how to start  I’ll give ‘Recommended’ 9 out of 10 and will use it as a regular reference for my own strategy.” Training Zone , 21/12/2011 "Whether you are an expert networker or a novice, the book is a practical guide that will reinforce that you need to build strong relationships to generate quality referrals.  Learn from a seasoned and recognized networking expert." Jason Jacobson, Networking Insight, March 20th 2012