Get More Clients Blog

Client Acquisition Tips from Bill Cates

How to avoid the brush-off from referral prospects

9 Ideas to Avoid the Brush-Off from Referral Prospects

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Even referral prospects can give you the brush off, if you don’t approach them properly.   What follows are a few things you can do to minimize the chances of getting their knee-jerk reaction brush off:   Too Busy to Read?  Listen & Multi-Task     Work from introductions. Have your client contact the prospect first…

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They Can’t Read Your Mind. Use a Call to Action!

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Your prospects and clients can’t read your mind. If there’s an action you want them to take, tell them. Wishing and hoping is not a good plan.   Every good marketer will tell you that almost every message you deliver to your prospects and clients is not complete with a Call to Action (CTA).  …

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Give Your Clients a Tool to Make Introductions EASY

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When coaching a financial advisor in British Columbia, one of the first things I had him do was check in with his clients using our “Value Discussion” concept.   Not only did he receive great feedback from his clients, many of them said, “Rod, do you have something we can give to others to help…

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17 Questions to Go Deeper with Prospects and Win More New Clients

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More than anything else, your prospects need to know that you have empathy for their situation – that you understand the facts and feelings they are experiencing.  You want your prospects to be thinking, “He gets me.” or “She understands what I’m going through.”   Running a close second to showing empathy, is getting to…

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5 Customized Client Gift Ideas

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Yes!  My birthday is May 18. We won’t be talking about age!   My “gift” to you are some ideas that I’ve actually used to say “thank you” to my clients and advocates who have provided me with great introductions. You can’t use most of these exact ideas, because the are customized for the client….

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Steps to Grow Your Business

Knowing Your Full Value Will Grow Your Business

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When you were new in business, did you ever experience the Imposter Syndrome?   Its very common in professional services. We have a sense that we are doing good work for our clients, but we’re not yet fully in touch.  As you might imagine, and maybe experienced firsthand, this can impede your growth for a…

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Phases of Client Engagement

Do You Need Your Prospects & Clients to Like You?

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In a recent Facebook post, someone posed the question, “Which is more important – for a client to value you or like you?”   Some people chose “value” and others chose “like.” What would you choose?   My reply was this, “They are both important. You need both to gain the client and keep the…

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Niche Marketing Myths

The 5 Myths that Will Keep You from Getting Rich in a Niche

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An extremely successful advisor, Jeff, said to me the other day, “If you are good at what you do, you can make money without focusing on a niche. However, you will grow faster and farther if you become the go-to expert in a specific target market.”   The evidence is very clear. Professionals who focus…

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Fighting fatigue cowardice

“Fatigue Makes Cowards of Us All”

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When I first started giving a lot of speeches on sales, motivation, and referral marketing, I often found myself traveling home on airplanes late at night.   I noticed that on these late flights, I seemed to have a lot of negative, doubting thoughts. I would even start to feel a little depressed.  I was…

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How to get introductions from your network and natural market

5 Steps to Get Introductions from Your Network & Natural Market

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Bill – I have people in my network who will unlikely ever become clients of mine. How do I use your concepts to engage with them for introductions?   This is a question recently submitted from one of our Cates Academy members.   Can you relate? We all have people in our network (natural market)…

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