Because personal referrals are so much of what drives business in many professions, “referral groups” or “networking” organizations are very popular. Before joining one, there are many points to consider. Read the rest of this entry »

We all know that happy customers are great for prospecting for new ones--through referrals and introductions, and also through getting testimonials that you can use in your customer communication materials. But there is one medium that I have yet to see leveraged to its fullest potential for this purpose: video. Read the rest of this entry »

Client testimonials can be one of the best ways to grab the attention of prospects in your marketing. They give you credibility, they show you have a successful track record, and most importantly they reflect the feelings that your clients have when you have served them with success. Read the rest of this entry »

Referrals are a challenge for so many sales professionals, because the top two mistakes when seeking referrals are: 1. not asking for them, and 2. not asking for them properly. Read the rest of this entry »

Seeking referrals is a process of engaging your clients, and listening to them for opportunities to be of greater service to more people. Read the rest of this entry »

If the biggest mistake people make in seeking referrals is not asking for them, then the second biggest mistake is asking for them in the wrong way. Read the rest of this entry »

No one likes to be rejected in any of life's situations. Rejection can be difficult, and we go to great lengths to protect our fragile egos. Read the rest of this entry »