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Client Acquisition Tips from Bill Cates

By Bill Cates, CSP, CPAE

On a recent group coaching call, one of the members of our elite group told us how he had used the VIPS Method™ to generate several introductions that turned into new clients. (The process works – if you work it).

He asked, “I want to go back to this client and ask again, but I’m not sure if or when I should do that.” The good news is that you can continue to ask clients for introductions, but you have to be mindful of two very important things.

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By Bill Cates, CSP, CPAE

On a recent group coaching call, one of the members of our elite group told us how he had used the VIPS Method™ to generate several introductions that turned into new clients. (The process works – if you work it).

He asked, “I want to go back to this client and ask again, but I’m not sure if or when I should do that.” The good news is that you can continue to ask clients for introductions, but you have to be mindful of two very important things.

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You are in the evidence business! Your prospects need to see the evidence that you are the right fit for them. Your prime evidence building tools are: In today’s blog, I’m going to focus on the stories that come from…

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In the dynamic world of professional networking, LinkedIn stands out as a pivotal platform for financial professionals seeking to expand their reach and build meaningful connections. Recent insights from Richard Bliss, CEO of Bliss Point Consulting and…

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Looking for clients with a lot of money? Of course, you are. Have you considered the world of philanthropy? For financial advisors, connecting with potential clients who are actively engaged in philanthropy presents a unique…

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Let’s start with the statistical evidence – then we’ll get to the “how to.” I’ve seen two studies indicating that rewarding clients for making introductions increases that desired behavior. The first study was a financial…

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The holiday season serves a banquet of opportunities for financial advisors, and it’s not just about the turkey and pie at Thanksgiving or the twinkling lights of the winter festivities. Each social event, from autumnal…

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Here is the perfect formula to hurt (or even destroy) any relationship – business or personal: I’m confident that this formula has played out in your business and personal relationships more than you want to…

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Imagine you’re relaxing in the Lazy Boy in the family room, following a big holiday dinner with your family, and your sister’s new beau plops down on the sofa next to you and asks the…

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Let’s get right to the point: If you’re adept at marketing, you’ll substantially reduce your need for traditional prospecting. Establish a robust reputation within a specific target market and become highly referable—this will draw interested…

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