Author: Bill Cates

Words matter.  Knowing exactly what you want to say in any given situation allows you to feel more confident and create the impact and influence you desire. If you’re looking for some fresh ways to keep the sales conversation moving, and convert more prospects into clients, then click to learn more.

Here are 5 reasons why you should strongly consider adding Social Event Marketing to your overall client-acquisition plan (and 7 strategies for making your efforts as productive as possible).

If you want to attract and win more right-fit clients, you must ensure that the information you are conveying to the world about your value is, in fact, what you intend to communicate. Here are 9 questions that will help you to both assess your value, and create an action checklist to focus your messaging.

We can all agree that if a prospect is not a proper fit for your business, then you would be doing both the prospect and your business a disservice by taking them on as a client. So, how do you ensure that your clients and centers of influence are connecting you with the right people? In today’s article, I give you a quick & effective power script that will help you clarify who you serve best, and start getting more introductions to “perfect-fit” clients.

I just read a powerful book that you need to know about, because it has changed how I view my own business. Here are the two biggest lessons I learned:

#1. You need to be the GUIDE in your clients’ stories, not the HERO, and;
#2. If you don’t understand both your prospects’ internal and external problems, they won’t want to work with you.

To find out what the heck I’m talking about and the name of this game-changing book, keep reading (+BONUS VIDEO)

I blew it and I knew it. I botched an introduction. I should have known better.

You might as well learn from my mistakes – right?

Here are three blunders I have personally made – the first one very recently – and the lessons I’ve learned. (Yes! Even the “Referral Coach” gets it wrong from time to time.)

What does the epic fail of the emergency alert system in Hawaii have to do with your business? More than you might think.

Here are 5 key takeaways about crisis management and damage control that we should all keep in mind when disaster strikes our office – even if that “disaster” is as simple as a disgruntled client.

What does it take to get your prospects and clients to take action? It’s a complicated answer, but this blog will simplify things for you a bit. The first question to ask yourself, “Is the problem I’m trying to solve Latent or Blatant? Second question, “Is this problem Aspirational or Critical?”

Click to see the diagram that will give you a fresh perspective on how to approach prospects and clients – to move them to take action.

3 weeks ago, I was conducting a full-day session and mentioned a recent study that demonstrated that many clients don’t like to be asked for “referrals” but actually enjoy making “introductions.”

About an hour later, I was talking about becoming more “referable” so as to obtain more referrals without asking. A gentleman in the front row politely asked, “Don’t you mean introducable?”

It appears I’m going to have to get a “Referral Swear Jar.” I can see it now. During my speeches and workshops, each time I say “referrals” I’ll have to put a quarter in the jar.

You’re doing everything right – or so you think.

You get introduced to a qualified prospect. You set a 15-minute, get-acquainted phone call. The call goes great. Prospect wants an appointment and say he’ll get back to you with a few dates that work for him.

Then, he goes “radio silent.” This “hot” prospect goes “MIA.” Turns icy cold.

How do you prevent this from happening in the future?

In this Blog, I’ll provide you with 5 strategies to prevent your hot prospects from turning cold.