In the first Get Clients Video Tip I highlighted the importance of understanding what criteria potential referral partners will use before deciding to refer you.
In this tip I explain how you can address those criteria to ensure you get a strong referral.
Drop me a comment if you found the video useful. A number of the comments in my feedback survey have asked for more audio and video material rather than just text – and that’s something I’m working on.
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I work with professional service firms - consultants, lawyers, accountants, surveyors, architects and coaches - to help them attract more clients and win more new business.
Many professionals are highly skilled at what they do - but are not sure how to best market their capabilities and are uncomfortable in selling situations. I help them get comfortable and competent at marketing and selling their professional services - helping them to grow their practices and build fulfilling careers.
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{ 1 comment… read it below or add one }
Dear Ian,
I really appreciate your site. Thank you for your insights and guidance.
In the midst of the financial crisis, there’s a lot of bashing and cynicism
towards performance recognition and inspirational efforts in the workplace.
Just check any bar in lower Manhattan! It’s a shame.
As a VP leading over 100 salespeople, I’ve found that the hard fact
is that QUALITY performance recognition works. Not just for morale,
but in dollars. I have been using a couple of different tools to help me retain
good people and to inspire excellence in them, which = larger sales figures.
A#1 tool is a personal, elegant recognition concept called Design Your
Inspiration ( http://www.dyi.successories.com ) . Intelligent, customizable with
any words or great quotes you want to use (such as those on this very site).
All on framed art photography prints.
Again, the quality of these, and the MEANING emparted, makes them
highly effective for me. It has made an amazing difference! So while the
cynics shed tears in their beers, we’re laughing all the way to the bank!
Thanks again. Jim