The definitive guide to turning casual contacts into solid sales opportunities.
In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing referral-based business.
The third edition was released in 2005. It was originally published in 1994 and the second edition was published in 1999. It has sold over 250,000 copies and has become a sales classic.
While business and technology has continued to evolve, the essence of selling and of the Endless Referrals System® remains the same:
“All things being equal, people will do business with, and refer business to, those people they know, like and trust.” — Bob Burg
Particularly exciting is where you learn how to obtain referrals from those who are now your current customers and clients.
Why is this so important? Because, with referred prospects…
- It’s easier to set appointments, and with qualified prospects
- Price is less of an issue , thus you can sell on high value rather than on low price
- It’s simply easier to complete the transaction
- They are more likely to refer you to others
A business based on Endless Referrals is your key to a business that is more fun, less stressful, and much more profitable.
Endless Referrals Reviews
“If you’re serious about your sales career, whether you are selling a product, service or yourself, master the contents of this book and you will practically guarantee your future success.”
“Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way be outlined to the exact way to find endless referrals. A treasure.”
“Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless referrals should be required reading, for sales professionals and entrepreneurs everywhere.”
“A no-nonsense approach to building your business through relationships.”
“Bob Burg’s masterful understanding of how to leverage professional and personal relationships will challenge your most basic assumptions about selling, and transform the way you think about building your business. Endless Referrals is a rare gem, and essential reading for anyone who wants to generate a stream of high-quality prospects and referrals.”
“After reading Endless Referrals, never again will any salesperson in your dealership have to depend on ‘ups.’ Instead, they can meet people wherever they go and form friendships and relationships that create a steady stream of referrals. Burg has put together a primer for developing, what he calls personal walking ambassadors. And it works!”
“The title of the book says it all. In a clearly written, well organized, easy-to-follow format, Bob Burg shows how anyone can become a master at the art of business networking. Most important, his strategies and techniques are in step with the present and future world of successful selling. Follow Burg’s advice and you’ll get what the book promises-a steady and growing number of endless referrals.”
“Using Endless Referrals helped my team sell over $10 million worth of Avon last year! THANK YOU, THANK YOU, THANK YOU!”
—Lisa M. Wilber, Avon Senior Executive Unit Leader, 4th leading money earner in the country, Owner, The Winner In You
“I put one suggestion of this terrific book into action and landed a $2,000,000 account…. He called me and became the third largest client my company has for four years running. The principles in Burg’s book are sound.”
“A quick and powerful read packed full of value. This is great! These are the time-tested, simple things that really work! All of our sales leaders will own the book.”
“Bob and his work, Endless Referrals will open your eyes to all kind of new opportunities. Not only a must read, but a must have for every library.”
“I have read over 250 sales and marketing books. I earn a nice six figure income selling and when I read a book the reveals timeless truth I can feel it. This book teaches a priceless skill that is needed for becoming successfully profitable in sales; how to work with prospects that are already open to your message. The referral is already to you because the referrer transferred the trust they have established to you, the valued professional. This book will show you how to tap that trust that others have built and set you up for a successful and profitable sales experience. Buy this book, take it chapter by chapter, internalize all that it teaches and most importantly, ACT on it! You will see commission checks growing larger and it will be easier than you ever imagined.”
—Sean Woodruff, Vice President, Henley Manufacturing, Inc.
“Burg is known by those in the personal development business as the master of networking and referral-based marketing and for good reason; his information works, and works big! This revised version is his best effort yet. Buy this book, follow what he says and you will profit greatly.”
“Bob Burg has an uncommon gift for turning everyday contacts into a wealth of resources. Bob’s journey and personal track record make him a trusted guide and friend to anyone who aspires to become well-known in any industry. Take it form one who knows. I read the original version of this book many years ago so that I too, could grow my business. I followed his suggestions word-for-word and today have very three successful businesses because I put the principles shared in Endless Referrals into practice. I am very excited about this newest version. Inside the pages you will find cutting-edge advice interwoven with the thoughts and quotes of some of society’s most successful leaders.”
“Bob Burg gives the reader an honest look at what networking and building your referral base is all about. He is able to share his life’s experiences as well as those of countless others, and within those stories, find common nuggets we all relate to. Endless Referrals is practical, well thought out and easy –to-apply. While comprehensive in scope, it is easy to read and most importantly, easy to implement. It is a must-read for anyone with a passion to grow a successful business.”
“With more than 40 years in the financial business industry, I truly believe that referrals are the most profitable and persistent source of clients. In the latest edition of Endless Referral Bob Burg has hit a home run! Whether new to our business, or a veteran needing an uplift, this is a ‘must-read’ to show you step-by-step how to have a continual prospect flow.”
“The world of selling is changing so improved methods and approaches are necessary to succeed. If you want to succeed in any kind of sales, you had better learn how to increase your number of quality prospects. Bob’s book is the standard for networking for success and creating an endless supply of referrals. This newest version of Endless Referrals is just what anyone in the business of helping other people get what they want, needs in order to get to the next level of sales success.”
“I loved this book. I have read many books on Networking and this is clear, concise, and very easy to read! The ’10 Networking Questions’ are right on the nose! This book will help you your career and every relationship you have.”
“Reading Endless Referrals was worth the price of a Harvard MBA. What a great way to have new business beating a path to your door. Free advertising, free pre-sold prospects, free business! A true breakthrough in real world prospecting.”
“Bob Burg has a knack for connecting with people. In Endless Referrals he lays out his techniques in a simple, easy-to-follow format so that you too can develop a knack in connecting with people. This book is well written, well researched, and absolutely practical. I highly recommend it.”
“Bob Burg has just taken away all the excuses for not finding clients by showing you step-by-step how to find ‘diamonds’ in your ‘acres.”
“Bob Burg knows what he’s talking about, and shares that knowledge clearly and generously with the reader.”
“Networking is more than a buzzword for Bob Burg. In his book, he shows how to build and train a networking team that makes prospecting more effective and profitable for everyone.”
“Bob Burg is the greatest teacher of networking in the world.”
“Bob Burg’s book is a masterpiece! A must for anyone in sales and for anyone wanting to expand their financial and relationship resources.”
“I find Bob Burg’s networking principles an essential and useful system in an age where soft touch must match high tech.”
Excerpt from Endless Referrals
From the on-the-street salesperson to the attorney, from the entrepreneur to the accountant, endless referrals are important. From the financial advisor to the architect, from the automotive sales professional to the Realtor®, endless referrals are crucial. From the home-based business owner to the insurance agent, and from the network marketer to the software consultant, endless referrals are the cornerstone of business. Without being solidly based on endless referrals from our customers, clients, and everyday contacts, the fate of any business becomes a nerve-wracking mystery, dependent on the whims of current economic conditions and buying moods.
In this book, Bob Burg shows you a system for putting together the marketing aspect of your business in such a way that you’ll never again have to ask yourself that age-old question feared by salespeople and entrepreneurs everywhere, “Who do I speak to next, now that my original list of names has run out?”
Why is this so crucial? Because without a list of names of people to contact and offer your products or services, you have no business.
I call this names list your “inventory.” Most people think of their business inventory as the excellent products or services they sell. That is certainly a legitimate definition of inventory, but it’s not what I’m talking about here. In fact, I’d rather refer to the actual products and services you and I sell as “commodities.”
The purpose of this book is not to discuss your particular commodity. Of course, the commodity itself should be excellent, and you want to be able to stand behind it and fully guarantee it. That goes without question.
But when I say inventory , I’m talking about the number of quality names on your list—names of people to whom you have easy access precisely because you’ve formed the types of relationships we’ll be discussing in this book.
Every business person knows that no matter what your business, without inventory, you’re out of business. And this most certainly holds true for this definition of the term. Having quality names on your list is the lifeblood of your business—and having an endless supply of quality names makes for a vibrant, healthy business!