Search Results

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,…

As you become more referable and even ask for referrals, if you’re not careful, your referral marketing efforts might start to generate prospects who don’t fit your business. What do you do if you receive a client referral that just isn’t a match?

“When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates or has dramatic improvement”. This is often referred to as Karl Pearson’s Law. The question is: can Karl help you get more referrals? Maybe not. But stick with me, because I can!

The above statement was sent to me by a recent graduate of our Referral Champions Training Camp. Mark is creating significant results using our process. Most of the credit goes to him, as he is using this principle to drive his actions and results.

Please allow me to show you 7 actions you can measure that will produce results…

When you face a challenge in your business, do you immediately seek out a tactical solution? Or do you first look at the strategy to see if you’re using the right one?  Confused yet?  Allow…

Don’t let the simplicity of this week’s blog fool you. Each one of the checklist items below is an important step in your effort to be appropriately proactive for referrals and introductions. You really don’t…

    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…

“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?