For any business person who has suffered from the "common cold call," Misner and Davis' book is the cure. Getting business through referrals-from satisfied customers, peers and colleagues, vendors, even your hairdresser-is certainly a smarter way to sell. Misner, the originator of Business Network International, and Davis, a motivational speaker and consultant with Drake Beam Morin, show you how in their friendly, well-organized manual.The first thing a beginning networker will learn is that obtaining business by referral takes lots of time and daily cultivation of contacts. The authors ease the journey by providing road maps in the form of worksheets and guides located in the Appendices. These "Tools" are keyed to the relevant chapters and lay out everything from Identifying Specific Targets to an entire Referral Marketing Plan. Other forms, like the Time and Cost Allocation Tools, get down to the nitty gritty of how you spend your resources to develop and mine your referral network,...

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