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Client Acquisition Tips from Bill Cates

You already know that Michael Phelps is one of the greatest swimmers (and Olympic athletes) of all time.

But do you know what happened to him in 2008 as he was competing for his 10th Gold Medal in the 200-meter butterfly?

No… he wasn’t caught with a bong. That was another (not-so-pretty) chapter in his life.

DISASTER hit as soon as he dove into the pool. What happened next is a lesson for you and me (and everyone trying for excellence in what we do).


“How should I reward people for giving me referrals?” A common question… without one perfectly right answer. Is a Rolex too much? Yes! What about a gift card to Starbucks? Probably!

In some industries – like financial services – you could easily get in trouble if you “thank” or “reward” for referrals and introductions in the wrong way.

Beyond a handwritten thankyou note (which should be the bare minimum), what’s the right strategy for you? Join me inside our blog and I’ll give you some ideas.


Have you noticed that when it comes to getting referrals (introductions) from centers of influence (Referral Partners) that some people are naturals – and some struggle along to make this important strategy work?

Which are you? A natural? A struggler? (Is that even a word?)

This week, I want to show you what one of my clients is doing to create great results for his business. The strategy is simple and it just might fit your business.

I think it’s worth 2 minutes to check it out…


The value of a great center of influence or Referral Partner can far surpass the value of your biggest client. Are you maximizing your Referral Partners? Are you sure?

Are you making these mistakes?
• Assuming you’re referable?
• Assuming they know how to introduce you?
• Assuming they know who you serve the best?

Apply these 8 simple strategies + a bonus idea, and get ready for more introductions from high-trust sources in your community.


“Darn it! I forget to mention referrals with this client?” How many times have you thought that?

Remember when you were a child and your school teacher was teaching you how to cross the street with a traffic light? I think my daughter even had a song she used to sing.

Green means go. Red means stop! Yellow means be careful. Right?

Here’s a simple idea I learned from a participant on a recent webinar. He calls it “The Green Light Strategy.” See if this “lights you up!”


Have you ever met a referral prospect socially first, only to find it difficult to then schedule the business meeting?

Maybe you felt like you connected with the prospect over a meal or a round of golf, but the whole purpose of this social meeting – to gain a connection for a business conversation – fizzled away?

It’s possible you were missing the ONE KEY STRATEGY that would have made all the difference in the world. Don’t let this happen again!


I am often asked, “How often can I ask my client for referrals?” The thought of asking for referrals more than once feels pushy to some.

This is a hard question to answer, because it depends a lot on the client – how open they are to giving referrals, how connected they are, and who in their life you’ve discovered to suggest for a possible introduction.

There are two keys to asking for referrals a second or third time (or more)…


The best LinkedIn profiles move people to take action. They are written in such a way that visitors will take action; accept your invitation, want to connect with you, and meet with you because someone they trust recommended you.

A compelling profile, voice mail message, email message – you name it – moves people to action. Isn’t that what you want?


You can get an email introduction – which is better than nothing. OR you can get an email handshake. What is that and how do you get one? Here’s how I turned an email introduction into an email handshake.


As you become more referable and even ask for referrals, if you’re not careful, your referral marketing efforts might start to generate prospects who don’t fit your business. What do you do if you receive a client referral that just isn’t a match?


Referral Coach