Category: Referral Commitment

With the holiday season here, you will likely be attending a few social events attended by family, friends, colleagues, and possibly clients and their friends.

Here’s a simple way to talk about your value without coming on strong and chasing guest to the bar for a refill.

Learn Brian Walter’s clever Wow-How-Now Formula to actually appear interesting and maybe even a little fun when someone asks you “What do you?”

If I ran into a good prospect for you and your business, how would I know it and how would you like me to introduce them to you?

That phrase summarizes the topic for this week’s blog post. Last week I provided a checklist of things you can do to create more productive referral relationships.

Let’s drill down a little deeper, shall we?

We don’t want Word of Mouth! We don’t want weak Referrals! We DO want Connections or Introductions! We want prospective clients waiting and wanting to hear from us. We want prospects who are a perfect fit for our business, ready to do business with us.

Wow! Wouldn’t that be nice? So how do we do that?

A quality center of influence can be worth some much more than any one clients. Creating productive relationships with COIs usually take time, so you need to think long term. With that said, sometimes COIs can produce results in short order.

The best way to illustrate this is with an example from my own financial advisors. To protect the guilty, I’ll change his name to Alex.

To discover the simple, 2-step process Alex used to start the flow of referrals, keep reading…

During a coaching session, Daniel and I were talking sales strategies and he asked me, “Bill, when it comes to looking for new clients, are you hunter or a farmer? Do you constantly hunt (prospect) for new business or do you just farm the clients you currently have?”

I thought about this for a minute and replied, “Actually, I’m more of a trapper. I like to apply the principles of value-centered marketing so people see me as a resource and come to me to me for further assistance.”

So which strategy is best for you? Perhaps some combination of all three?

Dealing effectively with objections or concerns can be hazardous to your sales efforts. Stay with me for a minute…   How do YOU usually react when you state an opinion about something and someone immediately…

I’ve read a few articles recently about the Do’s and Don’ts of how to write an email to get your message well received. To save you time, I’ve distilled most of these into 2 main “Rules.”

Okay… I can hear you now, “Who do you think you are telling me what rules to break or follow? I’ve done quite well for myself breaking the rules!“

I get it. I break the rules myself sometimes. With that said…

WARNING: Breaking these two rules could be harmful to the health of your relationships with prospects, clients, colleagues, and friends.

I just discovered the easiest, most comfortable, and most effective way to ask for referrals. Fasten your seatbelt… this could be a game changer for you! You’ve heard me talk about sharing your Why with…

INBOUND fuels the passion that drives the most innovative and successful business leaders of our time. From November 8-11, 2016 thousands of marketing and sales professionals from almost every industry imaginable and from all corners of the globe will attend INBOUND in the Boston Convention & Exhibition Center.

The first part of Newton’s First Law of Motion states, “A body in motion tends to stay in motion. A body at rest tends to remain at rest.”

Do you ever get stuck in your own inertia? Of course you do! We all do from time to time.

I think it’s a safe assumption to say that oftentimes our “inertia’ might be due to lack of confidence in taking effective action. And if we don’t feel confident, what do we feel? Doubt? Fear? Yup! Fear is the flip side of confidence.

Is necessary to create a Unique Value Proposition? Not necessarily. Many writers and experts claim, “You must be unique to stand out in a crowded marketplace!” I know plenty of wildly successful businesses and professionals who would struggle to define what is unique about their offering.

The truth is, your prospects don’t necessarily care “what makes you different.” They really want to know “Why are you right for me?”

How you talk about your value is fundamental to your success. It’s not a bad thing to create differentiation between you and others who do what you do. But more important than a Unique Selling Proposition is a Compelling Value Proposition; a value proposition that creates movement… that turns prospects into clients/customers.