Get More Clients Blog

Client Acquisition Tips from Bill Cates

The Value of the Mastermind Group

7 Best Practices for Dynamic Mastermind Groups

June 15, 2017Posted by Bill Cates

If there is one book responsible for creating more millionaires than any other, my guess it would have to be Think and Grow Rich by Napoleon Hill.

One of the many concepts Hill covers is the power of the Mastermind. He said, “When two people get together to brainstorm solutions to problems, it creates a third mind.” This third mind can create ideas that wouldn’t happen with an individual on his/her own.

Many people call this a “study group.” Regardless of what you call it, do you have one? And is it bringing you the results you set out to achieve?

I’ve been using the power of the Mastermind for over 20 years. Here are a few ideas hope you’ll find useful.

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Don't poison your prospect phone call!

3 Mistakes That Poison Prospect Calls

June 8, 2017Posted by Bill Cates

Phone calls with prospects should always be mutually qualifying – so therefore there’s a delicate balance between your learning about them and them learning about you.

When you talk about what you do to prospects, you want to make it as relevant to them as possible.

The more engagement you can create before your first call and the more you can learn about your prospect, the more relevant, compelling, and effective you’ll be.

Irrelevance is a deadly poison to be avoided at all cost!

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06.01.17 Onboarding New Clients V2

7 Ways to Onboard Your New Clients & Become Super Referable (Quickly!)

June 1, 2017Posted by Bill Cates

Your client relationships can be broken down into three stages.

Stage II of your client relationships is the “New Client Experience” or “Onboarding Process.”

You can deliver a Welcome Package and/or drip a few items over the first week or two. Either will help you create a “Wow” experience that helps you engage with your new clients on both a “personal level” and “value added level.”

Here are 7 ways I’ve seen a number of businesses use to create great first impressions and even generate referrals without asking for them.

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Craft an effective email introduction with the "Reggie Bump"

How to Craft an Effective Email Introduction with the “Reggie Bump”

May 25, 2017Posted by Bill Cates

THE CHALLENGE – We know that introductions are better than referrals. But to get introduced, we need the cooperation of the referral source.

A SIMPLE SOLUTION – I was delivering one of my Exponential Growth programs to a firm with 25 reps. When we starting discussing ways of turning a client’s willingness to refer into one or more solid introductions, one of the veteran reps told us what he did.

The Reggie Bump

I’ve affectionately nicknamed this method after the rep who told me about this. You’ll get the “bump” part in a minute…

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4 Sales Bases to Help You Score a Homerun in Client Acquisition

4 Client Acquisition Bases You Must Touch to Score More Clients

May 18, 2017Posted by Bill Cates

When you’re on the phone with a prospective client – do you wing it? Do you play it by ear? Or do you have a specific process you know usually works if you follow it?

The 4 bases you want to touch to help you score more high-level clients are:

1. Create Engagement with the Prospect
2. Discover & Quantify Their Gap
3. Provide Value Quickly
4. Tell Your Prospect You Think You’re a Great Fit and Why

Make sure you click the link to this blog post where I go deeper with each of these strategies.

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05.11.17 Planting Referrals Seeds

5 Ways to Promote Referrals with Clients

May 11, 2017Posted by Bill Cates

For this moment in time, I’m going to assume you are highly referable. I mean, you are getting referrals and introductions without asking for them – from prospects, clients, and centers of influence – right?

Your referability (or lack thereof) will make or break your ability to get referrals and turn them into introductions.

Since you don’t want to ask too soon or ask too often, how else can you be appropriately proactive? By promoting referrals.

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2 Totally Different Sales Strategies that Work

May 4, 2017Posted by Bill Cates

Your prospects think you are there to sell them something.

Even if you are 100 percent committed to doing what’s in their best interest – which could mean you not winning the business – they still think your motive is to get them to do business with you.

So how do you shift this dynamic?

I have two totally different approaches for you to consider. Both can work. And, yes, it’s possible to blend the two. (I’ll show you how.)

And check out the video associated with this blog for some concrete ways professionals put these strategies into action.

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Event Networking Success: The Key is Personalization!

10 Tips for Successful Event Networking

April 27, 2017Posted by Bill Cates

Are you a lazy event networker? Could your event networking use a kick in the kiester?

The most successful event networkers take the time to do one thing that most people don’t (that’s why they’re so successful).

They use the powerful strategy or Personalized Event Networking.

It’s simple! It’s easy! It will produce results for you!

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2 Questions that Your Referral Partners Must Be Able to Answer

2 Critical Questions to Maximize Introductions from Referral Partners

April 20, 2017Posted by Bill Cates

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?

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Here's your referral partner checklist

10 Strategies for More Referral Partner Introductions

April 13, 2017Posted by Bill Cates

Hopefully, you have already realized that a great Referral Partner can be worth a lot more to your business then any one client.

My question for you is this… “Do you have a clearly laid out plan – and are you working that plan – to meet great Referral Partners on a regular basis?

It is my belief that hardly a week should go by without some activity to meet new Referral Partners and/or strengthen current Referral Partners.

This blog post provides you with a 10-strategy checklist for referral productive Referral Partnerships.

To get your checklist for productive Referral Partnerships, keep reading…

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