Referrals and Strategic Alliances

01Mar 2018

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 […]

11Apr 2017

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 […]

03Jun 2015

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 […]

06May 2015

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 […]

29Oct 2014

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 […]

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