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Just Ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business

Just Ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business

Just Ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business
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Just Ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business

Just Ask!: 7 simple steps to unlock the power of clients, generate referrals and double your business

Overview

‘A trusted referral is the holy grail of advertising' – Mark Zuckerberg

The fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from your network; clients, intermediaries, family, friends, and existing and former colleagues. And yet most sales professionals don’t ask, or if they do, they end up making themselves and their client feel awkward.

Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His 7-step plan helps salespeople understand their own reluctance, change their mindset, and apply practical techniques so they can ask in a way that’s both natural and effective.

From preparation before the meeting and identifying the ‘bridge line’ to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately.

Graham became one of Goldman Sachs’s most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Julius Baer, and Deutsche Bank, as well as smaller businesses.

Foreword by Brett Lankester
Former Chief Executive Officer, London, Union Bancaire Privée

Product Details

ISBN-13: 9781788603218
Publisher: Practical Inspiration Publishing
Publication date: 01/11/2022
Pages: 210
Product dimensions: 5.50(w) x 8.50(h) x 0.56(d)

About the Author

Graham Eisner has devoted 30 years to understanding the power of client referrals for businesses, first as a private client salesperson at Goldman Sachs and more recently as a referrals sales coach and trainer working with brands such as Barclays, Julius Baer and Deutsche Bank as well as smaller businesses.

Table of Contents

Foreword Brett Lankester xi

Key Takeaways xiii

About the Author xv

Acknowledgements xvii

Part 1 Don't Hold Back 1

Chapter 1 Why Ask? 3

Chapter 2 The Number One Strategy 11

Chapter 3 Why People Don't Ask 17

Chapter 4 Make It Easier for Yourself 43

Chapter 5 Improving Your Confidence 61

Part 2 How to Ask for Referrals: A 7-Step Plan 67

Chapter 6 Preparing to Ask (Steps 1 and 2) 69

Chapter 7 Leading the Conversation (Steps 3, 4 and 5) 81

Chapter 8 Preparing Your Client (Step 6) 93

Chapter 9 Following Up Effectively (Step 7) 103

Part 3 Thinking Laterally 109

Chapter 10 Asking for Referrals from Intermediaries 111

Chapter 11 Asking Friends and Family 133

Chapter 12 Making the Most of Internal Referrals 141

Chapter 13 Using Networking to Ask for Referrals 155

Postscript: Asking in a Pandemic 165

Contacting the Author 170

Appendix: Summary Points 171

Index 187

What People are Saying About This

From the Publisher

Praise for Just Ask!

Graham was one of the best I’ve seen at asking for referrals. Just Ask is a testament to his excellent work. I recommend this book to any business that wants to grow by asking for referrals.
Tucker York
Goldman Sachs; Global Co-head of consumer and wealth management

Just Ask is an apt and appropriate title. This is a book that all salespeople should own. If you want more high-quality clients, try asking for referrals. This excellent guide will show you how.
Brett Lankester
Former Ceo London, Union Bancaire Privee

As Graham says 'Referrals are a hidden gem’ and here are the tips, techniques and strategies for you to get more business. An excellent book.
Philip Hesketh
Best Selling Author. World authority on Influence and Persuasion

This is an excellent book on an important topic, and I highly recommend it for entrepreneurs, sales executives, and others interested in building a business
Philip Anderson
Insead: Professor of Entrepreneurship

I wish I´d had this book 20 years ago! Relationships have always been at the heart of my psychology business; but asking for referrals has never been. Just Ask is one of those rare books that highlights a gap that is bleeding obvious after you´ve read it. You will find yourself thinking ‘So true’ frequently, but right at the point when you start beating yourself up, Just Ask gently and clearly builds your confidence and excitement to start asking.
Tony Crabbe
Business Psychologist

Praise for Graham Eisner

Graham has helped advisers get over the natural mindset block that typically impedes asking for a referral. I would recommend Graham to any organization.
Rory Dorman
Head of Sales, MASECO Private Wealth

The techniques learnt are now being actively applied by the team out in the field. I cannot recommend this session highly enough.
Nick Heath
Head of Business Development,
Seven Investment Management

We are progressing well in regard to referrals applying some of the frameworks Graham took us through and have achieved a 20% increase in volume in the last quarter alone.
Dan Archer
Marketing Director, 383 Digital Studios

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