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I’ve read a few articles recently about the Do’s and Don’ts of how to write an email to get your message well received. To save you time, I’ve distilled most of these into 2 main “Rules.”

Okay… I can hear you now, “Who do you think you are telling me what rules to break or follow? I’ve done quite well for myself breaking the rules!“

I get it. I break the rules myself sometimes. With that said…

WARNING: Breaking these two rules could be harmful to the health of your relationships with prospects, clients, colleagues, and friends.

For many years, the “letter of introduction” was a common practice when someone traveled to another city for the purposes of doing business.

The telephone almost, but not quite, replaced the letter of introduction. And the in-person introduction still remains as the highest form of introduction.

So what is the one thing that is so significant to warrant my bold claim?

The Digital Introduction!

Email, LinkedIn, and Texting are becoming the introduction of choice. But are they the most effective?

I want you to think back to your high school or university psychology class. Do you remember learning about Maslow’s Hierarchy of Needs?   I always remember that the first level is physiological like: breathing, food,…

“How should I reward people for giving me referrals?” A common question… without one perfectly right answer. Is a Rolex too much? Yes! What about a gift card to Starbucks? Probably!

In some industries – like financial services – you could easily get in trouble if you “thank” or “reward” for referrals and introductions in the wrong way.

Beyond a handwritten thankyou note (which should be the bare minimum), what’s the right strategy for you? Join me inside our blog and I’ll give you some ideas.

During a phone call with a client, planning the agenda for a speech, my client wanted to make sure I would address how to ask for referrals over the phone. And while asking for referrals (and getting introductions) is usually best done in person, it’s certainly possible to be effective over the phone. Heck, most of the referrals and introductions I receive are accomplished this way.

Mark Zuckerberg, founder of Facebook, is quoted as saying, “Nothing influences people more than a recommendation from a trusted friend. A trusted referral influences people more than the best broadcast message.”

So would Mr. Zuckerberg tell you stop using Facebook and other Social Media? Probably not. But here’s what he might tell you to do…

This 2-Minute Article Could Change Your Business Forever

Have you ever received a sales call from someone who was so inept that as they were bumbling through their poorly prepared opening, you were thinking…
1. “Why did I answer this call from a number I didn’t recognize? and / or
2. “This person either needs a new career or needs to work for someone who can train them.”

I probably get a couple of these calls a week. I got one today that compelled me to write this piece for you.

Make this part of your business-building checklist. Refer to it often, because we all fall into bad habits. Are you guilty of these mistakes that could be costing you?

“Hiding behind technology? What does Bill mean by that?” Email, texting, and LinkedIn are great tools to assist us in gaining introductions. I love those electronic handshakes, don’t you?

BUT as good as these tools can be in turning someone’s willingness to refer into an actionable introduction, I keep seeing so many professionals using these tools in ways that reduce their effectiveness.

I wonder. Are you making these same mistakes?

The Principle: When you can have fun with the referral/introductions process, everything gets easier. You feel more comfortable AND your clients feel more comfortable! More importantly – you produce significant results.

The Action: I just spoke to a group of 100 Group Benefit Advisors. After my presentation, Eric Silverman told me about a best practice that is working for his firm. This simple idea puts a smile on the face of his clients and generates referrals and introductions.

Last week, I was speaking to a group of financial professionals. Also on the program was Nick Murray – industry legend, author, and engaging speaker. Nick had some fun with all the fear people seem to have around prospecting for new business.

Then he made a statement that pretty much sums up my philosophy about prospecting. A perspective, that if everyone would adopt – not only would they not be afraid of prospecting, the whole concept of prospecting and selling would be elevated to a higher level. Would you like to know what Nick said? Keep reading…