INTERESTED IN HIRING BILL TO SPEAK? Talk to Bill

Month: November 2016

The 4 most prevalent mistakes I see in asking for referrals are:

1. Thinking you’re more referable than you really are.

2. Merely promoting referrals – not really asking for specific introductions to specific people or brainstorming various categories.

3. Not creating an environment of “brainstorming” or “exploration” – no pressure and no right or wrong suggestions.

4. Not coming prepared to suggest specific people or categories.

Check out the situation presented to me by one of our readers. Check out my answer. Then tell me what you would do. (Seriously – I’d love your comments.)

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May I be so bold as to say that, “Your life’s work is to bridge the gap”?

In business, your prospects and clients are interested in working with you because they have a gap between where they are and where they’d like to be; related to the work that you do.

And what about you? Is there a gap between where you are and where you’d like to be in terms of acquiring more of just the right types of clients for your business?

Do you have a tendency to celebrate your progress or beat yourself up with regard to this gap?

There are 3 Gaps that you can bridge to help your clients, help yourself, and enjoy your business even more.

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Sending reasonable priced gifts to your clients – at least your ‘A’ clients – and your referral sources creates great “engagement.” And it’s “engaged” clients who give referrals.

So what’s your plan for this year?

One of the best gifts I ever sent to our clients is when my daughter was selling Girl Scout cookies. I sent out 144 boxes of Thin Mints. My clients loved it and my daughter led her troop in cookie sales that year.

By the way – if it has your logo on it – it’s probably not a gift… its promotion! There are exceptions to that rule, however.

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Tell me if you’ve ever experienced this…

You’ve connected with your new prospect. You believe you can bring real value to -them. They seem to agree. But then… crickets. They keep putting you off. Or worse, they stop returning your emails or phone calls without a word of explanation. You don’t want to be a pest, but “What the heck?”

What went wrong? Why didn’t your prospect follow your recommendations?

Could it be that your prospect didn’t have a sense of urgency to act? And you didn’t help them?

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INBOUND fuels the passion that drives the most innovative and successful business leaders of our time. From November 8-11, 2016 thousands of marketing and sales professionals from almost every industry imaginable and from all corners of the globe will attend INBOUND in the Boston Convention & Exhibition Center.

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Referral Coach