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Book Bob

  • Home
  • Keynotes
  • Books
  • Blog
  • Podcast
  • Work with Bob
    • Free Mini-Course – Selling The Go-Giver Way
    • Online Video Course – Endless Referrals: The Go-Giver Way
    • Live Workshop – Endless Referrals: The Go-Giver Way
    • Online Home Study Library
    • Go-Giver Certified Speaker Program
  • About

Category Archives: Endless Referrals

Embrace Your Inner Salesperson

Blog, Endless Referrals, The Go-GiverBy Bob BurgMarch 1, 201233 Comments

“Sell Without Selling!” … “Never Sell Again!” … “Salesless Selling!” Have you noticed the proliferation of teachings and articles telling you that you don’t need to sell in order to … sell? I often hear salespeople try and deny they are salespeople. Examples: “I’m in sales but I don’t really sell…I just help people.” Or,…

Business Networking And Sex – A Chat with Ivan Misner

Blog, Endless Referrals, InterviewsBy Bob BurgJanuary 2, 201232 Comments

According to Dr. Ivan Misner, Founder and Chairman of BNI, Business Network International, “The more effective you are at communicating with and building relationships with members of the opposite sex the more successful you will be in your professional career.” And, teaching us to be able to do this effectively is the theme of his…

Sales, Business, And Those Unchanging Economic Laws

Blog, Endless ReferralsBy Bob BurgDecember 9, 20118 Comments

There are many reasons why people will say “no” to buying a product or service they were considering and would like to buy. Often, it is money-related. Always, it is price-cost-value-related. There is an economic law that is immutable and unchanging. It has always been, is now and always will be. And unless other Universal…

Delight Your Consumers … At Both “Moments of Truth”

Blog, Endless Referrals, The Go-GiverBy Bob BurgDecember 2, 20115 Comments

I’m currently reading an outstanding book coauthored by former Procter & Gamble Chairman & CEO, A.G. Lafley and uber-consultant and bestselling author, Ram Charan entitled, The Game-Changer. Early in the book, Lafley stated the following: “Our first goal at P&G is to delight our consumers at two ‘moments of truth.’ First, when they buy a…

Mission Statement and Benefit Statement. I and Thou.

Blog, Endless ReferralsBy Bob BurgNovember 15, 20119 Comments

I often see people use the terms “Mission Statement” and “Benefit Statement” interchangeably. Yet, not only are they not interchangeable; they are actually opposite. A Mission Statement is typically a declaration of how a company or individual will operate; it’s their premise — the point from which all actions will proceed. It’s a business or…

Saying Thank you *After* The Referral

Blog, Endless ReferralsBy Bob BurgOctober 21, 201126 Comments

In the last post, we discussed why offering incentives (cash or other gifts) in exchange for referrals is not an effective strategy, but instead might very well be counterproductive. So, the question is, what is a better and more effective alternative for expressing our appreciation to those who refer business to us? And, what will…

To Bribe Or Not To Bribe (For Referrals). Not Even A Question

Blog, Endless ReferralsBy Bob BurgOctober 19, 201133 Comments

I’m often asked during the Q & A portion of my live events if one should offer incentives (read: bribes) for their customers to provide them with referrals. Should they be offered cash? Perhaps, a gift? I strongly suggest not doing that. There are generally two challenges with offering incentives for referrals: If the referrals…

“If It Doesn’t Bother *You*…”

Blog, Endless ReferralsBy Bob BurgOctober 12, 201112 Comments

During the Q & A part of a recent Endless Referrals: The Go-Giver Way program, a very nice woman asked a question that was obviously troubling her: “Even after receiving a referral from someone, isn’t calling the referred prospect just one step above a cold call?” After explaining to her that the point of the…

Girard’s “Law of 250” Becoming Exponential?

Blog, Endless ReferralsBy Bob BurgOctober 7, 201120 Comments

Many years ago, in his bestselling, How to Sell Anything to Anybody, Joe Girard provided what he called his Law of 250. This basically says that most of us know about 250 people. Joe knows from whence he speak. He was named by the Guinness Book of World Records as “The Greatest Salesman in The…

It’s That “New Information” That Makes It Happen :-)

Blog, Endless Referrals, WWIBy Bob BurgOctober 5, 201110 Comments

A recent post discussed the difference in results between saying to someone, “If I could prove to you that…” as opposed to “If you could prove to yourself…” With that in mind, here’s another helpful tip. Again, this was learned from the great, Zig Ziglar (a few of you might be aware that he is…

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