Author: Bill Cates

Did you know that that there are some people who actually like making cold calls?

If you do a search on the internet to see if Cold Calling is dead or alive, you’ll get mixed messages. Some people teach “Cold Calling Tips” and “How to Cold Calls” and “Cold Calling Techniques.”

One guy wrote, “You could poke me in the eye with a sharp stick before I’ll make cold call.” Where do you stand on this age-old, fear-ridden prospecting strategy?

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

An action trigger is something your prospect or client does or says that can trigger a referral-generating action on your part. This issue of the Referral Minute will highlight 5 things that can prompt you to promote referrals and introductions AND some very specific word tracks to help you produce results.

Of course, you have to be careful to not be obnoxious about this. You may get 4-5 action triggers in one appointment. Clearly, you don’t act on every single one.

Last week I talked about the 3 Ways the Word “Promise” Can Grow Your Business. This week, I want to illustrate how a simple promise we make to ourselves can have a profound impact on our life and our business. For this, we have to go back to January 12, 1966.

As a dedicated reader of the Batman comic book series (DC Comics), Michael was sitting in front of his television set – eagerly anticipating the first episode of ABC TV’s Batman series. But when the show began, Michael was stunned at what he saw.

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?

“On my honor, I will do my best, to do my duty to God and my country and to obey the Scout Law…” So begins the Boy Scout “Oath” “Pledge” “Law” or “Promise” (depending on who you ask and what you read).

The word promise is a big word, because with that word comes the concept of commitment. In this article, I want to show you three places where using the word promise will help you attract more clients and grow your business.

When I deliver my live presentations (like my April Referral Champions Training Camp) I like to demonstrate the 5 places you should always consider creating a conversation about referrals and personal introductions.

While these areas are SO obvious (hence “no brainer” in the title), most professionals, advisors, and business owners miss these opportunities. What about you?

Getting introductions from Centers of Influence is one of the critical topics we cover in our Spring Referral Champions Training Camp. My definition of a Center of Influence is someone who may never become a client, but introduces you to qualified prospects.

Just as baseball players have reported to Spring Training – financial professionals will be reporting for our spring referral training at our April Training Camp.

Here are the 4 Bases you want to cover as you endeavor to maximize your introductions from Centers of Influence.

“Getting referrals is a notorious challenge for many entrepreneurs. Even those who do generate word-of-mouth business often don’t really understand why those referrals come their way — or how to go about getting more of them in a systematic, strategic manner.

“Cates has spent two decades building, honing and perfecting a system for generating new business from existing clients — a system that has led to amazing results for thousands of businesses both large and small.

“Here are three key moves that you can make right now that will boost your referrals — and could even ensure that you never have to market yourself again.”

Word of mouth is great, but most businesses can’t count on that for the growth they desire.

And referrals are worthless! You heard me right. Referrals are worthless… unless you turn them into introductions. If you never get connected to the new prospect, it’s unlikely they’ll return your call or respond to your email.

This is where the client acquisition process often breaks down for many – actually getting connected to their new prospect.