Richard White

Put your clients at the heart of your network

by Richard White on May 14, 2014 · 0 comments

Clients iconPeople who spend a lot of time networking for sales leads often overlook an important part of their network; their clients.

Your clients should be right at the heart of our networking activity, because an introduction from a happy client to one of their contacts will go a long way to helping us win more business.


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3 ways to get more business from your referral group

by Richard White on October 18, 2013 · 0 comments

Thumbs UpReferral 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: [click to continue…]

Ditch the pitch if you want quality referrals

by Richard White on June 4, 2013 · 0 comments

PigeonThere is a time and place for everything and pitching is an important part of the sales process. It is most effective when you know the person you are speaking to, they have expressed an interest in what you are offering, and are expecting the pitch. [click to continue…]

Look after your advocates

by Richard White on April 29, 2013 · 1 comment

Young smiling woman spraying flowersI always say that one good advocate is worth ten clients. When networking I am normally looking for potential advocates rather than clients – people who can recommend me to their clients when a sales related problem arises. What gets exciting about having a network of advocates is that provided you look after your direct advocates then your reputation will start to grow through their networks.

I am regularly amazed at how badly some people treat their advocates. I had one company who I had been advocating and had referred to them almost £50,000 of business over a couple of months. When I decided to use them for my own business they took advantage of the relationship and gave me a very sloppy service saying they were too busy with other clients. The clients I had referred to them by the way! [click to continue…]

Eat your own dog food!

April 2, 2013

I recently overheard someone at a business networking event use the expression “Eat your own dog food!” It was a curious expression and I had not heard it before so I looked it up on Wikipedia and it appears it is quite a widely used expression in certain circles. Its origin is a little uncertain but it is a more colourful way of saying “practice what you preach”. The person I overheard was talking to a marketing expert whom I know is struggling to find clients. One look at the appearance of the marketing expert would tell you that he [...]

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How to get your fill from Business Networking

February 27, 2013

I get to visit a lot of networking groups and some are really buzzing and great business is being passed. Others, much larger in size, are not passing as much business. I do not believe it’s the lack of business around but the lack of commitment of people in the group to go the extra mile to help each other. There is a nice description I read once of Heaven and Hell. It describes Hell as a place where people are seated around a dining table, starving, and yet on the table before them is an array of sumptuous food. [...]

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Sell me a story

February 1, 2013

One of the things you will find amongst top networkers and top sales people is the use of client stories to communicate the value of what they do. You not need to be a budding JK Rowling or a witty raconteur to tell the type of stories that get results. Just talk about your day to day experiences in helping your clients. Here are three of the most important aspects of client stories that communicate value, build trust, and generate those all-important sales opportunities:

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Leading by example

December 31, 2012

You know you are very talented at what you do. So how do you make it sound exciting when networking and avoid eyes glazing over? How do you get people to think of good referrals for you even though they have not got a clue what’s involved in doing what you do? The answer is to stop talking about your services and start giving example stories of your clients and the problems you have solved for them.

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