By Maribeth Kuzmeski
Have you ever heard a client say, ‘I don’t know anyone’ when you made mention of referring? Do you think that’s true – that they actually don’t know anyone who may benefit from your services? Chances are they know lots of people – they’re just not motivated to give you names right now.
One of the most successful strategies I’ve seen for giving clients a reason to immediately refer is an event called,
We’ve heard over and over again that asking for referrals is the most direct way of letting clients know that you want them. However, many find it hard to actually ask for referrals. This reluctance makes asking for referrals anything but easy – and for good reason.
Asking for referrals may imply that you are in a negative position and need more business; or that you are trying to grow a large (and not personal) firm.
By Maribeth Kuzmeski
How do some companies and their ideas go from nowhere to everywhere in a few short months? All of a sudden a restaurant becomes popular, a gas station gains a cult following, or a Broadway show becomes too popular to get a ticket for years. Wouldn’t it be great if our businesses could do that? Here are 3 lessons on branding that you can apply to stand out to your prospective clients.
Successful new business development may require having a better website. In fact, it may require having a great website. But what defines a great website? It is simple – the site should help you reach your goals. So, what are your goals and is your site working? Take this quick assessment to evaluate how your site is working for your firm.
Why do you have a website?
a) To communicate with clients
b) To attract cold prospects
c) To convert referrals to appointments
Do you know who is actually going to your site?
By Maribeth Kuzmeski
How important is listening? In his best-selling book, Blink, Malcolm Gladwell shares the results of an amazing study conducted by a medical researcher to determine the likelihood of doctors being sued by their patients.
In this study, roughly half of the doctors had never been sued. The other half had been sued at least twice. The research disclosed a specific difference between the two groups: The surgeons who had never been sued spent more than three minutes longer with each patient than those who had been sued did.
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