Get More Clients Blog

Client Acquisition Tips from Bill Cates

Give Your Clients a Tool to Make Introductions EASY

by

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…

Read More +

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

by

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…

Read More +

5 Customized Client Gift Ideas

by

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….

Read More +

Steps to Grow Your Business

Knowing Your Full Value Will Grow Your Business

by

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…

Read More +

Phases of Client Engagement

Do You Need Your Prospects & Clients to Like You?

by

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…

Read More +

Niche Marketing Myths

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

by

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…

Read More +

Fighting fatigue cowardice

“Fatigue Makes Cowards of Us All”

by

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…

Read More +

How to get introductions from your network and natural market

5 Steps to Get Introductions from Your Network & Natural Market

by

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)…

Read More +

Things you should know about your clients

How Well Do You Know & Should You Know Your Clients?

by

Research has shown that it is Engaged Clients who provide referrals and make introductions.   With engaged clients, you’ve made a quality value connection and quality human connection.   The more you get to know your clients in a way that goes beyond the core work that you do, two things happen:   You find…

Read More +

Referral Marketing Mistakes: Stop the MADNESS!

Stop the MADNESS! Are You Making These 5 Referral Marketing Mistakes?

by

Are you ready to tip-off a little Referral Marketing fun that coincides with college basketball’s March Madness?

Here are the ideas. Keep reading to get the details.

Foul #1 – Missing the super high-percentage shots

Foul #2 – Not following through

Foul #3 – Not having a strategy for breaking down the defense

Foul #4 – Not making enough assists

Foul #5 – Not valuing your cheerleaders enough

Read More +