Get More Clients Blog

Client Acquisition Tips from Bill Cates

5 Necessary Skills to Build a Productive Network

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    Networking is not just about going to networking events.   Some of the best networkers I’ve ever met rarely attend events. Going to events is only one of many ways to meet people to build your network of prospects, clients, and influencers.   I’ve dedicated my career to helping others build their referral…

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It’s Time to Put Cold Calling on Ice

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  I’m willing to bet that once Alexander Graham Bell hooked up his telephone for the first time, he got a call asking if he was satisfied with his long-distance service provider!   One optimistic study says cold calling is ineffective almost 91% of the time. Another says it’s effective only 2% of the time….

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5 LinkedIn Etiquette Rules You Can’t Afford to Ignore

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    LinkedIn can be a powerful business networking tool.   But what about acquiring new clients? It can work, but you must follow these 5 rules of etiquette.     Too Busy to Read? Listen & Multi-Task       The 5 LinkedIn Rules of Etiquette   1. Build Connections Before Selling Your Services…

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5 Forbidden Referral Mistakes

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While I usually like to keep my message positive and upbeat, sometimes we need to be reminded of things we shouldn’t be doing.   During my coaching sessions with advisors, consultants, and business owners, here are a few of the most prevalent mistakes I see related to referrals and introductions.   Too Busy to Read? …

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5 Actions to Activate Your Advocates

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Some clients will recommend you to others but may fail to actually introduce you.   Advocates, on the other hand, will not only recommend you, they will make sure you get connected. They will hound their friend, or you, or both until the connection gets made.   We all love our advocates. Let’s create some…

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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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