Get More Clients Blog

Client Acquisition Tips from Bill Cates

How to Ask for Introductions from Brand New Clients

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You CAN ask new clients for introductions IF the conditions are just right.   First – Engagement must be created. Second – Value has to be delivered and recognized. Third – They must have the right personality.   Too Busy to Read? Listen & Multi-Task   Does your client have to experience results before you…

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10 Steps to Convert More Referrals into Appointments

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You’ve been introduced. Now what?   Your next step is to set an appointment with your prospect. Unless you were introduced in person, it’s usually best to set up a phone appointment, before the bigger ask of an in-person appointment.   Follow the 10 steps in this blog to convert more introductions into appointments.  …

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How to Talk Business at Summer Social Events

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Backyard barbecues, boat outings, and sporting events are hallmarks of a fun summer.  You’ll be spending time with friends, family, neighbors and total strangers.   Make sure you save the “Repellent” for the mosquitoes, not the other guests.  When someone asks you, “How’s business?” or “What do you do?” In this blog, I’ve provided 3…

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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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