A few weeks ago, a colleague (Cathy) and I were prepping for a meeting with a respected business development executive for a large financial services firm. Cathy was eager to make this prospect a client, hoping it might lead to an eventual corporate-wide training contract for both of us. Prior to the initial contact, she […]
Referrals are the life blood of any business, and a steady stream of prospects coming from referral partners should be the most plentiful and predictable means of obtaining high quality clients. After years of working with recruiters, small business owners, attorneys, and allied health care professionals, I’ve observed a pattern of inconsistency and unpredictability in […]
You just had a wonderful lunch with Susan, a colleague of 4 years. You exchanged stories about your families, you gave each other a progress report on your respective businesses, and you shared some details on some great promotional strategies you’d learned earlier in the month. Now you’re back at your desk, answering a few […]
A salesperson who happens to be an expert on the product she sells or the service she provides would be considered a subject matter expert or SME. And, of course, we all know about target marketing. But what happens when an SME becomes an expert at the demographic she’s targeting? She might be regarded as […]
Immediately following a networking event, all kinds of possibilities are swirling around your head—and you feel totally pumped. You’ve just met dozens of new, interesting people, and you feel confident you’ll stay in touch with each and every one of them. However, once you get home, a whole other reality sets in, and you realize […]
As I mentioned in my last article, most people who claim to have a 95% close rate are either stretching the truth or using some slick sales language. However, your chances of a higher close rate will be greatly increased by implementing a well thought-out, well-executed Referral Partner Cultivation Process (RPCP). Again, finding the right […]
When someone says, “I have a 95% close rate!” two things probably pop into your mind. This person is either full of B.S. or is using very persuasive sales tactics to charm people into buying their product. (Think Rasputin.). Over the years, I’ve come across my fair share of these types of people, and I […]
Last week, I discussed how staying in your comfort zone for an extended period of time is a sure-fire way to stagnate, both personally and professionally. I identified speaking engagements as a perfect vehicle for branching out because it boosts personal confidence and establishes you (within the business community) as a person of expertise in […]
Finding the right referral partners can be challenging. In the last newsletter, I shared the four common mistakes people make when creating referral partnerships. So the question remains, “Once I have a good partner, how can I leverage the relationship to get the referrals rolling in?” Before I share a proven process to make that […]
Would you like a constant stream of qualified referrals? When you’re in sales or business development, there is nothing sweeter than having a qualified referral drop in your lap. It’s a high-five moment that unfortunately comes too infrequently for most. What if I told you that there are some simple ways that you can cut […]
