Author: Bill Cates

How productive are your centers of influence – your non clients who have the ability to provide you with strong introductions to qualified prospects?

Are you getting the quantity and quality of effective introductions that you’d like?

Getting referrals and introductions from non-clients (centers of influence or referral partners) is not always as easy as we’d like it to be.

There are 7 logical steps that if done well, will help you create multiple centers of influence providing you with solid introductions to just the right prospects.

Results are a few simple steps and quality action away. (+ Bonus Video Included)

I bet that you think 1 + 1 = 2. Not every time! I’m going to show you how bringing two powerful strategies together will produce three important benefits for you:

1. Converting More Prospects into Clients
2. Higher Client Satisfaction and Loyalty
3. More Referrals and Personal Introductions (sometimes without asking

Without question, the #1 Most Important Strategy I’ve been using and teaching for 25 years is The Value Discussion. The Value Discussion helps you increase prospect and client engagement. It often generates referrals on the spot and it’s the starting point of a referral conversation – at the appropriate time.

The #2 Most Important Strategy I’ve been using and teaching for 25 years is “foreshadowing.” Foreshadowing a conversation you intend to have later makes it easier and more effective when the time comes.

How Does 1 + 1 = 3? Keep reading. I’ll show you how.

Dealing effectively with objections or concerns can be hazardous to your sales efforts. Stay with me for a minute…   How do YOU usually react when you state an opinion about something and someone immediately…

In last weeks’ blog, I announced that I’m writing a new book. (Gulp!) One of the working titles is The Ultimate Value Proposition. While this may not end up being the final title of the book, it certainly will be the main thrust.

Being different or unique can help you grab the attention of some prospects. But “what makes you different” is NOT what makes you compelling – moving a prospect to take action. Being unique or different is NOT what will win you a new client.

Expanding on what I started last week, below are the 5 elements of a value proposition designed to win new business. This is by no means an exhaustive list, I think you’ll see that these elements are all interrelated and important.

Marketing experts are always talking about how we must have a Unique Value Proposition, or Unique Selling Proposition, look different in the marketplace, or accentuate what makes us distinct.

Indeed… sometimes we need to define and accentuate our differentiation to catch the attention of our prospects and others who are important to our business.

But differentiation, distinction or uniqueness isn’t the end game.

The end game is moving someone to take action… to respond to our email or voice mail… to grant us an appointment (phone or in person)… to do business with us… and to follow our recommendations.

Every part of your value proposition should be built for two purposes – that continually work together…

Have you ever done some that generated multiple benefits at once? Maybe not just for yourself but other people as well?

Here’s how one small business owner created a positive situation out of a negative review on social media, all while helping his business and his community at the same time.

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.

I just discovered the easiest, most comfortable, and most effective way to ask for referrals. Fasten your seatbelt… this could be a game changer for you! You’ve heard me talk about sharing your Why with…

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.)

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.