Generating referrals

Why Are Referrals So Good?

by Charlie Lawson on March 20, 2015 · 0 comments

I heard a fascinating story recently at a dinner party that perfectly illustrates why.

I met a friend of a friend who runs a decorating business, and his frustration was obvious as he was enduring a slow start to the year – the phone had just stopped ringing.  [click to continue…]

Why People Actually Like to Help You

by Andy Lopata on April 10, 2014 · 0 comments

It’s amazing how often people are nervous about asking for referrals. It’s as if we are scared of being a burden to our networks rather than taking pleasure by enabling them to do something they enjoy.

Yes, something they enjoy. Because, in my experience, most people seem to derive more pleasure from making a connection that makes a positive difference to someone else than they do even from receiving such introductions.

Stop thinking about referrals to you, as an imposition on others. As long as you add value to the person you’re being referred to, as long as you are providing them with a solution to a problem they face, or satisfying a desire they have, then you are anything but.  [click to continue…]

Build a Better Business: It’s as easy as ABC!

by Andy Bounds on March 11, 2014 · 0 comments

Chapter Directors OreientationComedian Bob Monkhouse used to say the secret to a good presentation was ABC and XYZ: Always Be Confident and eXamine Your Zipper!

To be honest, that is just about the best advice there is.

But, the initials ABC can also be used to signify something else critical to our success: the three steps of winning a sale… [click to continue…]

When do you give your business card? Part 1

by Matt Bird on November 27, 2013 · 0 comments

Matt BirdThe room was slowly filling with business executives, some were clearly long standing acquaintances and others were meeting one another for the first time. As people met the first thing they did was to present business cards to each other with both hands as if they were priceless pieces of art. It felt rather strange but within the predominant culture of those gathered this is when and how they give business cards. [click to continue…]

Does your P&L or your Intent drive your business?

November 15, 2013

Over the last 15 years of working on the Internet, for the Internet and with the Internet I have seen the maturity of its use by business people. Shifting from e-commerce and focus on website brochures to connecting widely though the various ‘social’ sites to build brand, trust and the asset of a ‘follower’.

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Put down your kindle

November 7, 2013

I was recently sitting on a train waiting to come home from an exhibition in London. I had a seat but the train was starting to fill up. That dreaded feeling started in the pit of my stomach. You know the one. Who is going to sit next to me? I tried spreading my stuff out as much as possible which put a few passengers off but it would only work for so long. So I put my stuff away and got out my Kindle to use as a protective barrier and to show the unwanted passenger that I didn’t [...]

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Your best customer ISN’T your best customer

October 22, 2013

I have a question for you: Who is your best customer? Is it the company who: Pays you the most? (best for income) Has the biggest name? (best for marketing and for making you feel proud)

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3 ways to get more business from your referral group

October 18, 2013

Referral groups can be an excellent source of sales leads for your business. But what if you run a business that is much harder to refer business to? For example, you do something very specialist like horse dentistry, or you only do business with large companies. If you are doing all the right things and yet not getting enough business from your referral group, consider also asking for these three types of referral:

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