Tag: value

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.

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…

Stop confusing your prospects and clients! That’s a strong statement, I know. When you use terms that your prospects and clients may not understand, you risk confusing them. Or even worse – offending them. And…

You’ve set an appointment with a brand-new prospect (virtual or in-person). That’s great! Now… what is your plan to engage with that new prospect before the meeting? If you can enhance both the value connection…

There are two ways to be appropriately proactive for introductions: TODAY – I’m going to focus on Promoting Introductions. BUT before I give you some ways to do this, I want to make two preliminary points. 5 Ways…

TRUE OR FALSE? My satisfied clients will provide me with introductions to all the Right-Fit Clients™ can handle.             FALSE – Ongoing research conducted by Julie Littlechild (Absolute Engagement) has demonstrated that satisfied clients are…

In this article, we’ll discuss one area that typically needs attention when communicating your value more effectively to win new ideal clients.

Some advisors shy away from creating referral opportunities during bear and volatile markets, while others seize on the opportunities that are all around them. Here are some suggested perspectives and actions that I believe will help you through this or any bear or volatile market.

How many times has a client asked you, “What makes you different?” or “How are you different from other advisors?” What most of your prospects and clients are asking (usually to themselves) is, “Are you right for me?”

I’d like to tell you a very short story about an advisor who used his Client-Focused WHY to land a $1.5M client. While I’ve changed the name of the advisor to protect him from his…