Author: Bill Cates

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.

Here’s a great piece from Julie LIttlechild with Absolute Engagement. Totally reinforces what I’ve been teaching for over 20 years.

“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?

What would it mean for your business if you could turn networking from something you hate to do into something you love to do – and you get really good at?

It would mean you’d be meeting more new prospects and centers of influence for your business. If you need to see more people to grow your business, then Networking Champions could be your solution.

Check out this guest article by Steve Perlman, LUTCF.

I think you’re going to like this article I just read on Horsesmouth. Using the research and writings of Robert Cialdini, Dan Richards shows how the use of just one word might make a huge difference in how you qualify prospects and increase your ability to set appointments and covert prospects into new clients. Follow this link to the entire article: