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You’ll find the famous line, “A rose by any other name would smell as sweet,” in Shakespeare’s Romeo & Juliet. What about with referrals? Is a Referral the same as Word of Mouth, is the…

I’ve never been a big fan of generic requests for referrals and introductions, either via email or regular mail. With that said, I think that part of your effort to build your firm’s culture of…

One of my very first mentors in sales, Mark Wilensky, used to teach a concept he called “Total Wimp or Too Far?” On the far-left side of a horizontal line he’d write the letters TW….

One of the biggest obstacles to turning a prospect into a client is inertia – the inertia of the prospect. Sometimes, making a change can be hard for them. They may keep their head in…

Do you ever forget to ask for referrals/introductions? On coaching calls and webinars, this is a very common question. Deciding not to ask and forgetting to ask are usually two separate things. Sure, you can…

Let’s set the scene. You’ve been introduced through email to a new, in-segment, prospect by a great client. The prospect responded to your email request for a short (15-minute) call to get the conversation started…

EXCERPTED FROM BILL’S NEWEST BOOK: Radical Relevance If a high-level prospect or potential center of influence asked you, “What makes you different?”. Would you have an immediate, succinct, and confident answer? Do you struggle or…

EXCERPTED FROM BILL’S NEWEST BOOK: Radical Relevance Becoming and remaining relevant to your prospects and clients—and communicating your relevance in a clear way—is foundational to your business success. Here are a few of the many…

    Have you noticed that most clients seem to “refer down” on the economic ladder? This isn’t an absolute, but generally so. So, how do you increase the odds getting “referred up?” How do…

  I’m willing to bet that once Alexander Graham Bell hooked up his telephone for the first time, he got a call asking if he was satisfied with his long-distance service provider!   One optimistic…