Get More Clients Blog
Client Acquisition Tips from Bill Cates
Here’s a great piece from Julie LIttlechild with Absolute Engagement. Totally reinforces what I’ve been teaching for over 20 years.READ MORE >
“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?READ MORE >
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.READ MORE >
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:READ MORE >
Have you noticed that some of your clients (especially the younger ones and physicians/surgeons) introduce you to their friends and colleagues by sending them a text message?
There are 2 specific steps you want to take to make sure you create a solid connection with this new prospect – so they take your call and, ultimately, schedule an appointment.READ MORE >
You may be great at the work you do and you may have great relationships with most of your clients. And you may be making two critical mistakes that are keeping your clients from introducing you to others.
Mistake #1 – See how busy I am.
Mistake #2 – See how successful I am.READ MORE >
The Principle: When you can have fun with the referral/introductions process, everything gets easier. You feel more comfortable AND your clients feel more comfortable! More importantly – you produce significant results.
The Action: I just spoke to a group of 100 Group Benefit Advisors. After my presentation, Eric Silverman told me about a best practice that is working for his firm. This simple idea puts a smile on the face of his clients and generates referrals and introductions.READ MORE >
Last week, I was speaking to a group of financial professionals. Also on the program was Nick Murray – industry legend, author, and engaging speaker. Nick had some fun with all the fear people seem to have around prospecting for new business.
Then he made a statement that pretty much sums up my philosophy about prospecting. A perspective, that if everyone would adopt – not only would they not be afraid of prospecting, the whole concept of prospecting and selling would be elevated to a higher level. Would you like to know what Nick said? Keep reading…READ MORE >
How you give referrals to trusted partners, clients, and others is important. Do it right and it triggers the law of reciprocity.
Writes Fred Diamond, co-founder of the Institute for Excellence in Sales…
“Helping trusted associates get new business feels great. When I heard from the first two of my business associates, I was pleased. It felt nice to help out friends I respect.
“But when the third one called, I thought, okay, something interesting is happening here. I did some investigating and learned why the referrals were so successful. I always thought I was a good referral agent but now I could finally see some tangible results.”READ MORE >