Partners in Performance Blog

Referral Tips: How to Ask a Client for a Great Lead

Generate-LeadsThis is the third post in a series on referral marketing. In our first post, 3 Reasons You’re Not Using Referral Marketing for New Leads, we explored how our mindset gets in our own way. We then focused on when to ask a client for a referral and the importance of specificity. In this post we’ll look at how to ask a client for a referral, so that it actually turns into a great sales lead.

Early in my career, I used to marvel at ‘Susie’ who was consistently the top sales … Read More

Ask for a Referral from Your Client: Have Good Timing & Be Specific

Referrals-WelcomeWhen is the best time to ask for a referral?

When you have delivered value and have demonstrated your abilities to impact behaviours and results, then you have earned the right to ask your client for a referral.

This can happen any time during a client engagement:

When you’ve delivered a great idea When you’ve had a great consulting session When they express appreciation for your work Most certainly the end of a successful project is a natural moment to ask

You would never forget to send a client the invoice for … Read More

3 Reasons You’re Not Using Referral Marketing for New Leads

how to get referralsThe most streamlined source of new business is to develop opportunities with existing clients, including asking them for referrals.

Event marketing, email marketing, research marketing, social media marketing are all excellent strategies for getting new leads for sales. But by far, one of the most under-utilized source of new business: referral marketing.

According to a study titled “Referral Programs and Customer Value” (published January 2011 issue of the American Marketing Association’s Journal of Marketing), customer referral programs are indeed a financially attractive way for firms to acquire new customers.

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Email Persuasion: How to Get Clients to Respond

email

Email persuasion is a hot topic.

Let’s face it. Just like you, your clients are inundated DAILY with an avalanche of emails. And then it starts all over again. Day in and day out.

I consistently hear people ask “How do I get clients to respond to emails?” or if they do respond, “How can I better results from my email communications?”

Writing a great email makes the difference between getting a response, getting a meeting and making the sale. Using persuasive words and phrases is certainly a key … Read More

How to Be Persuasive: Eliminate Filler Words

Words To EliminateHow can your presentations be persuasive? Do you allow filler words to diminish the power of your message?

Words have great power to be persuasive as highlighted in our post The 12 Most Persuasive Words of the English Language.

But when words are used as fillers to replace what should be a pause, they do just the opposite. You risk losing credibility, your audience and your sales opportunity.

The following guest post by Judie Knoerle author of UPFRONT Persuasion Through Presentation gives you some tips on how to be more … Read More

The 12 Most Persuasive Words in the English Language

persuasive wordsDo you know what the 12 most persuasive words in the English language are? Are you paying enough attention to using persuasive words in your sales communications?

Words are simple things but they carry power that you can leverage in all your communications. You need to be using them in your day to day sales meetings, presentations, emails and voice messages. If you aren’t intentional about your choice of words you are missing out. That can cost you sales!

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Keith Urban’s Coaching Tip on Presentation Nerves

Presentation nervesLast week on American Idol one of the contestants made a funny grimace each time she thought she messed up. Afterwards during the critique, judge Keith Urban told her “there are no wrong notes…just the look on your face.” In other words, if she had carried on no one would have noticed the mistake. Or it would have been so minimal that it wouldn’t register as much as it did when her facial expression revealed what was going on inside her head. It’s … Read More

The Dragon of Resistance: Gain Power Over Procrastination

Resistance-DragonIf you’re like me, you’ve got big plans and goals for 2014. But what happens when procrastination rears it’s ugly head and stops you from your intended tasks? Like a vicious dragon, resistance is deadly.

The month of January is a time for reflection and refocus on our priorities. I’ve been reading plenty of blogs and articles on the importance of setting goals and success strategies for achieving our goals. All good stuff – in theory. But the true measure of a good read … Read More