Episode #138: Mastering Referral Sales with Bill Cates

In This Episode of The Buyer’s Mind with Jeff Shore:

Bill Cates and Jeff explore the power of the referral in sales.  The reason most people don’t ask for referrals is a fear, which comes from a lack of confidence.  But referrals are the easiest way to make your next sale, which leads to your next referral, which leads to your next sale.  How you serve your customers will determine your confidence to ask for a referral.


Topics we’re going to cover on today’s podcast:

[1:03] How important are referrals to a consumer?

[4:50] Bill Cates and the discovery of referrals

[8:26] Is it a weakness of confidence that prevents a strategy or vice versa?

[12:15] In the absence of confidence is fear, don’t limit your perspective

[21:14] The value discussion

[24:50] How NOT to ask for a referral

Have you subscribed yet?  When you subscribe, you’re sent notifications of new podcasts as they come out each week and it helps us to be more visible in the sales community. Click here to subscribe in iTunes!

The other thing that helps is writing a review.  It gives us feedback about the types of shows we should be creating to help you become the best sales professional possible.  We realize it takes a little bit of your time but we’re extremely grateful to those of you who take the time. You can go here to leave a review click here to review, Select View in iTunes and then select “Ratings and Reviews” and “Write a Review.” Your feedback means so much to us, Thank You!

More about our guest Bill Cates:

Bill Cates is an internationally recognized client-acquisition expert, author, and speaker who motivates others to take action with proven strategies.  A successful entrepreneur, Bill started and sold two book publishing companies. Turning his attention to help other businesses grow, Bill has written four best-selling books:  Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals and Radical Relevance.

Bill has delivered his business-growth message to over 300,000 professionals, small business owners, and salespeople across 5 continents; helping them increase revenue without increasing their marketing budget.

Bill Cates’ client-acquisition system has been featured in such publications as Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post and The Wall Street Journal.  And his own business success has been featured in Money Magazine.

Bill was inducted into the Professional Speakers Hall of Fame in 2010 (182 living members worldwide).  So you can expect an engaging and interactive program with relevant, business-growth content, high energy, and a little bit of fun.

Links from today’s podcast:

Bill Cates – Referral Coach


Get BRAND-NEW episodes of Jeff’s 5 Minute Sales Training sent to your inbox every Saturday!

Sign up below.


About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.