It looks like late winter/early spring is my time of year to release a book. 2009 will be no different. I’m pleased to say that I’ve signed with Sales Gravy Press for a book to be published in the March/April timeframe next year.
This book is returning to my original subject matter—referrals. Despite the fact that my first book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals, has been a great success and a best-seller—and recognized by a great many as the authoritative work on referral selling, there was no way in a 200 page book to deal with every aspect of referrals. This second book is going to take up where the first book left off.
Creating a Million Dollar a Year Sales Income laid out the basic principles of the PWWR Referral Generation System™, the only comprehensive, disciplined process of generating a large number of high quality referrals from clients and prospects. Rather than simply relying on chance and luck to get referrals as is typical of almost all referral training, especially the traditional system of “do a good job and ask for referrals,” the PWWR system shows you how to pro-actively create a relationship with your client that insures you get 5, 6, 7 or more high quality referrals from everyone of your clients. You do it by forming a ‘partnership’ with the client. You explain exactly how you’re going to earn the referrals and get their agreement to give the referrals. Of course, there’s more to than that, but that’s the essence.
The system was developed through studying the way four dozen mega-producers who each earn over a million dollars a year and run their tremendous sales businesses off of referrals generate their huge volume of referrals. Creating a Million Dollar a Year Sales Income shows you how to use the process they use–and to get the same results they get.
Despite how incredibly effective the system is, there are a number of highly valuable ways to apply the system to your existing database of clients to help you generate a great many quality referrals in a very short period of time. That’s where the new book comes in. Unlike many 2nd books by authors that simply rehash the content of the first, this book takes the principles laid out in Creating a Million Dollar a Year Sales Income and shows you how to apply them to your existing clients.
If you have successfully used the PWWR process laid out in Creating a Million Dollar a Year Sales Income and would like your story related in the upcoming book, I’d love to hear from you. Just shoot me an email at pmccord@mccordandassociates.com and we’ll set up a time when I can formally interview you and get your story in the new book.
