Get More Clients Blog

Client Acquisition Tips from Bill Cates

Bill's 2017 Holiday Gift Guide

2017 Client Gift Guide for the Holidays & Beyond

December 14, 2017Posted by Bill Cates

Tis’ the season of giving! Although it’s important to show your appreciation year-round, sending reasonably-priced gifts during the holidays can go a long way in keeping you engaged with your clients and centers of influence, while continuing to nurture those all-important business friendships.  Remember – a sense of “engagement” with you and your team is what makes you Super Referable and…

Read More +

Stop the Frustration! Move Prospects and Clients to Take Action

December 6, 2017Posted by Bill Cates

What does it take to get your prospects and clients to take action? It’s a complicated answer, but this blog will simplify things for you a bit. The first question to ask yourself, “Is the problem I’m trying to solve Latent or Blatant? Second question, “Is this problem Aspirational or Critical?”

Click to see the diagram that will give you a fresh perspective on how to approach prospects and clients – to move them to take action.

Read More +

Is video marketing in your future?

Is Video Marketing in Your Future?

November 30, 2017Posted by Bill Cates

In a sea of sameness, video can help you stand out and connect in ways other mediums just can’t accomplish.

Words on a website page (or LinkedIn Profile) can only go so far in helping your prospects and clients connect with you; want to do business with you.

Real photos of you and your team working with real clients is SO MUCH better than using a bunch of clip art images that your visitors have already seen in other places.

But nothing engages the senses and draws people in like video… good video.

If you’re thinking, “But I have a face for radio and I stiffen up in front of a camera,” keep reading.

Read More +

How to Talk About Your Value at Social Events this Holiday Season

A fun way to talk about your value at the holidays

November 16, 2017Posted by Bill Cates

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?”

Read More +

Referral Swear Jar

Are You “Introducable”?

November 9, 2017Posted by Bill Cates

3 weeks ago, I was conducting a full-day session and mentioned a recent study that demonstrated that many clients don’t like to be asked for “referrals” but actually enjoy making “introductions.”

About an hour later, I was talking about becoming more “referable” so as to obtain more referrals without asking. A gentleman in the front row politely asked, “Don’t you mean introducable?”

It appears I’m going to have to get a “Referral Swear Jar.” I can see it now. During my speeches and workshops, each time I say “referrals” I’ll have to put a quarter in the jar.

Read More +

Social Proof

The Persuasive Power of Social Proof

November 2, 2017Posted by Bill Cates

When your prospects are facing the decision to work with you (or not work with you), seeing that others have made that same decision can be very helpful. Sometimes that evidence that comes in the form of social proof, is all they need to decide to move forward to work with you.

If you have prospects, or clients, or centers of influence with a neutral view toward you (if that’s even possible), then the right social proof or piece of evidence can move them into a positive view of you. If they already view you in a positive light, then social proof will strengthen their positive perceptions.

Read More +

Has your value proposition flatlined?

Revive Your Value Proposition with 3-Step CPR

October 26, 2017Posted by Bill Cates

524 professionals responded to our most recent study related to Value Propositions.

44% said they did not have a well-defined value proposition. Hmm… If they don’t have a clear value proposition, can you imagine what their prospects think?

I would wager my entire retirement stash that of the 56% who said they did have a clearly-defined Value Proposition, half or more would not have a compelling, client-centered way to communicate their value.

What about you? Could your Value Prop use some CPR, before it flatlines completely? Click to find out.

Read More +

Guest Blog: “Six Steps to Becoming a Magnet for Exactly the Right Clients”

October 16, 2017Posted by Bill Cates

I recently read this excellent article written by Julie Littlechild, founder of AbsoluteEngagement.com. Julie’s perspective and rich list of action items will help you make an immediate on your business. It’s an absolute must-read for advisors and financial professionals, so check it out…

Read More +

Why do hot prospects turn cold?

5 Ways to Keep Hot Prospects from Turning Cold

October 12, 2017Posted by Bill Cates

You’re doing everything right – or so you think.

You get introduced to a qualified prospect. You set a 15-minute, get-acquainted phone call. The call goes great. Prospect wants an appointment and say he’ll get back to you with a few dates that work for him.

Then, he goes “radio silent.” This “hot” prospect goes “MIA.” Turns icy cold.

How do you prevent this from happening in the future?

In this Blog, I’ll provide you with 5 strategies to prevent your hot prospects from turning cold.

Read More +

How to Ask for Referrals (Without Looking Creepy!)

How to Ask for Referrals (Without Looking Creepy)

September 21, 2017Posted by Bill Cates

A subscriber to our weekly blog asked me this question, “How do I ask for referrals without looking like that creepy referral guy?”

While I had to laugh, I do understand this concern that many people have around asking for referrals (and I should really say “Introductions”).

There are two simple strategies you can implement today. You’ll look back and wonder, “Why was I ever uncomfortable with this?”

Read More +