Category: Client Engagement

You thought they were ready to start working with you. And then they ghosted you. This happens to the best of us. Even when we’ve asked great questions and exposed the gaps in their plans…

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.

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…

Let’s dive into the exciting world where professionalism meets business friendship. POINT #1 One study of affluent clients demonstrated that while satisfied clients are highly loyal (98%), a low percentage (20%) provide referrals and make…

Do you truly know what each of your clients values in their relationship with you? In this post we’ll discuss the results of a study performed by the The Spectrum Group specifically measuring certain areas of communication that impact client loyalty.

Studies have proven that while most satisfied clients are loyal, there is a low correlation between client satisfaction and providing referrals, a.k.a., advocacy.