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Gain a client. Keep a client.
I'm sure you've heard the aphorism that "it takes six times the investment to gain a new client than it does to sell to an existing one". In general, that's true. But what's not said is, how you go about keeping those clients in order to sell more to them?

Ways to Manage Your company Contacts
Every business is unique, so you should consider what will work best for you. Here are a couple of ways that successful companies keep in contact with their prior clients:

SITES AND TESTIMONIALS: Turning Referrals Into Business On The Net

We all gather referrals/recommendations/testimonials in the hopes that they will sway the opinion of others and help us get business. But how do we know what a prospect needs to hear in order to decide in our favor? Why do we assume that if we have a ‘good’ referral, it will meet a prospect’s criteria to choose us? Indeed, how do we know what will help our buyers buy? And, for the sake of this essay, how do we get the right material onto our sites?

Small Business Marketing - Finding Your First Customers through Referral Partners
If you're like many entrepreneurs I've encountered, you probably started your business because you are really good at what you do. At some point in time, you might have decided you were sick and tired of bringing home the bacon for your boss and you figured you'd be better off starting your own business and keeping the bacon on your own kitchen table.

Referrals: Now They\'re Asking and You\'re Making

As entrepreneurs and salespeople, referrals are our lifeblood because they jumpstart the trust-building with potential customers, partners and suppliers. In my last column I wrote about the oft-forgotten sales and networking tactic of asking our customers for referrals. Now, let's switch hats for a moment. What happens when we're the ones receiving the request? It's certainly a familiar situation, because we're as well-connected as they come.

How to get referrals
There's been thousands of pages written about this topic, but still, no luck. It's too hard.

This must be hard
The reason it must be hard is that so few people do it.

The Less I Do, the More I Make
The trap of the small business owner is, that in many cases, to grow a business to some level of success means putting your head down and working real hard doing the making it, fixing it, shipping it of the business.

Guerrilla Reality
Marketing is a waste of money and time if you're not attuned to reality. Reality is not necessarily what you want it to be or what it used to be. Instead, reality is what really is. To many marketers, that's a major problem, but to guerrilla marketers, it's an inviting opportunity to stand apart from the competition.

Blurb Books a Great Tool for Telling Your Story
I ran into a service called Blurb at the SXSW Interactive Conference this March and think they have a tool that has some great small business marketing applications. The service lets you take written words and images and turn them into very professional looking hard bound books in small quantities.

When They Do Not Buy
There are several right times to ask for a referral. The first, surprisingly, is after a prospect has not purchased.

Lifetime Value of a Customer is Unlimited
Maybe you’ve heard of this term that some marketers use called “Lifetime Value.” The idea is to calculate what a customer might be worth over the course of doing business with you perhaps for years as opposed to a single transaction. The determination of this number might change the way you look at how much you are willing to invest to get each new customer.

Is Your Purpose Patent Still Pending?

Lots of business owners sit around the office tinkering with the notion of that one great innovation to be patented on the road to riches. Well, I think we’ve all got a patent in us but, for many, that patent remains forever pending. The patent I’m referring to is the “purpose patent” – your personal connection to work the serves a deeper purpose. That patent doesn’t need approval from the USPTO, it only needs approval from you.

How to Market Your Mobile Home Park

When I am looking to market my mobile home park whether it be to potential residents to bring their homes in or to sell homes in the park, I believe that the first contact with the potential customer is key. This first contact may be via a telephone call to your office, a drive-by by the potential resident, or in many cases could be a referral from a current resident or some other local business (chamber of commerce, dealer, broker, etc).

Wherever You Go, Networking Makes You Grow
There's a reason referral networking has become a marketing strategy worldwide: It works.

Master Networkers Ask the Right Questions
Five ways to keep the conversation rolling, set yourself apart and boost referrals

3 Ways to Get More Business at Networking Events
When it comes to building contacts, quality trumps quantity.

Three Big Lies About Networking
Once you know the truth about networking, you can build connections that provide continuous business opportunities.

How a Low Cost Lead Generation Program Jump-Started My Business

I knew that online marketing was an effective method to expand my network beyond what traditional or old school methods could accomplish. I researched a few low cost lead generation programs, and I managed to find an effective one through a referral. Through this program, I learned the value of attraction marketing. Within a few days, I learned so many ways on how to market myself, from content/article marketing, social media, blogging and video marketing.

Recruiting Tips In Network Marketing
Networking marketing is about selling and recruiting to be successful at it. More emphasis is given on building your network than in selling. Prospecting is a process by which you find the right people who will listen to you talk about your business.

How to Make Money from Home
Times have changed. The prevailing breakdown of the economy has adversely affected many people. Some were laid off and for the first time in their lives they have no jobs and nothing to do with themselves. In due course the money in hand like bank balances dwindle.

Smart Women and a Bird in the Hand

Getting new, qualified clients is easier than you think. In a time where business owners are looking for ways to grow their business, there are simple ways to get the phone ringing with more qualified clients. This article offers some tips on how to secure new clients from their current clients. It offers 5 easy solutions on how to create a positive relationship with their clients so that their clients will want to send them referrals.

Web site traffic investment
The most important thing that any website owner shall work on is the traffic generation, then the second most important thing is changing this traffic to a revenue

CONNECTING IS NOT ENOUGH: The Anatomy of a Referral (Part One)
This article originally appeared in The National Networker Growing a business without developing a flow of good quality referrals can be tough. Yet so many companies try to do so.

Date Your Customers - They'll Keep Coming Back
There are a few rules you follow when dating your significant other. It times time to build that relationship. You work on it through open communication and true concern. The same ideas should hold true in your business relationships. Here's 6 rules for dating your customer.

What approach should I take when cold calling?
I encourage people to cold-call by coming from a place of 'contribution' first; I call this approach 'buying-in'. In highly resistant sales executions, like cold-calling, you have to buy-in before you can successfully sell-in because the mass of cold-callers that have gone before you, have trained your customers to ignore you.

How can I improve that first cold contact with a potential client?
Cold-calling is as much about process, support and leverage as it is about dealing with rejection and maintaining enthusiasm. You have to work to a structured plan and initiative contact as you would a warm referral, i.e. I know who you and your competitors are - and the reason for my call is to help you, just like I have helped others in your space.

It's not about who you know...

For years smart people have been saying "It's not about what you know, it's about WHO you know!" Well, I'm here to disagree. I know lots of people that have absolutely no value to my business. How much is my favorite grocery clerk going to help my business? What about the lawn service that cuts my grass, or the staff at the local Kinko's? Yeah, I know, they MIGHT be able to make a referral some day. And the worlds is going to be destroyed by a global nuclear war. And I'm not waiting around for either. Personally, I don't think who you know is nearly as important as who knows you. If you want to make change happen and move mountains of bureaucratic crap that make us all a bit crazy, making sure others know you is where you need to focus.

Doing The "Right" Thing, Just A Little Too Late
There are so many missed opportunities because we fail to act and do what we know is "right" or would be "best". Why? Maybe because we fear having to go to bat for an employee, or because we don't want to cash in our chips for that particular person, or because of our own fear or insecurity. Don't let opportunities go by.

Increase Small Business Sales – Stop Asking for Referrals
Why would I tell you to stop asking for referrals when every sales “trainer”, sales manager, or sales mentor you’ve ever met tells you to ask for referrals? Oddly enough many commonly held beliefs are based on myths rather than facts...

Collaboration in The Nonprofit Community- The Many Benefits Of Working Together
Collaboration is a process where two or more parties get together to work on common goals. The advantages of collaboration are numerous, and they benefit all parties involved. Collaboration helps organizations save time and money, and provide quality services to their clients. This article lists what I feel are the major advantages of collaborating with your colleagues.

Surveys Encourage Customer Feedback
In order to keep clients coming back, customers’ feedback is essential. It is the catalyst that will lead to necessary changes that will encourage repeat business and continual customer loyalty.

Are good sales people born or made?
This age old question is being pondered by many business owners and managers as they strive to increase their turnover and profitability.

Simple and quick tips to get clients fast
August is traditionally a time when things go quiet for a lot of businesses as potential customers get back into the swing of things. When you need customers fast though, knowing that is no help at all. So, here’s my top simple and quick ways to get customers fast.

Does Your Title Box You In?
Too many people, when introducing themselves to new contacts, are allowing potential prospects to box them into a preconceived belief about what they do based on their title. Learn how to use a vague title to solicit deeper interest and a highjacking of your brand.

Smart Women Take the Right Action
This article is about taking action on your marketing for your business. It’s important to realize that there is not just one step that will build your business. There are several steps that will attract clients to you. Create some time to sit down and think about which steps you can take right now so that you can grow your business effectively.

Tracking the Return On Investment of Your PR Campaign

There's an old sales adage that says "People buy from people they know, like and trust," and public relations (PR) is one of the most cost-effective ways to build the awareness, goodwill and credibility that help influence buying decisions. Not that we would suggest that small businesses use PR to the exclusion of all other marketing tactics, but a healthy dose of PR, combined with a little advertising, direct mail, or other tactics, can provide a big sales boost for many small businesses.

Small Business Marketing: The Truth About Building a Referral Based Business
We've all heard that referrals are the lifeblood of any small business, but here's another look. If you're depending on referrals to grow your client list, you could be waiting a long time. Learn how to develop a sales cycle that keeps new business coming in from many different sources.

Building a Consulting Practice: How To Avoid The Cash Flow Roller Coaster Ride
Building a consulting practice can be like riding a cash flow roller coaster: sometimes you have plenty, sometimes nothing. In this article, we’ll discuss the critical element of growing your visibility for your ideal client base through marketing tactics, so you’re not riding those wild ups and downs.

How to Use the Honeymoon Approach To Increase Sales
What would happen if you used the Honeymoon approach to realize your goal to increase sales? Is not sweetening the sales process a good thing?

Simply Speaking Increase Sales By Remembering Qualified Sales Leads Are a Two-Way Street
Do you belong to a formal networking group? Not getting enough referrals? Possibly the answer is that you are traveling a way one street.

How to Increase Sales With These 12 Questions
Your actions will determine your sales success. These 12 questions can help you focus your actions.

Simply Speaking, 12 Questions to Increase Sales
Would you like to increase sales, receive more revenue for your selling activities? These 12 questions may help you do just that.

8 Questions to Ask Yourself in a Recession
Questions to ask yourself in a recession.

Fill Your Pipeline by Refining Your Referral Requests

Lately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, more and more sellers are asking for referrals as a primary approach to filling their pipelines.

Online Business Success: Leveraging LinkedIn
Are you utilizing the power of LinkedIn to increase your business referrals? Read this article and learn nine ways to power up your LinkedIn account.

Three Ways to Start a Conversation and Finish with a Sale
Ditch your elevator pitch. Zap your infomercial. And whatever you do, keep your carefully worded, painstakingly developed, positioning statement to yourself.

A Marketing Tool that Works Day and Night — 24/7
You expect a business to have a telephone. Well, these days, a business is expected to have a web site as well—it’s a credibility issue. And although it’s a complicated subject, once launched, what could be easier than using the internet to spread your marketing message, educate your prospects, and convert prospects to clients?

What is your "Phrase that Pays?"
First, my definition of "Phase that Pays" is something someone says (or does) that makes me think of you and your business.

Website Analytics – A Necessity for Growing Your Business
Installing a good website analytics program on your website is simple and costs nothing. There are many small business websites that have not taken advantage of the amazing information they can retrieve through an integrated analytics package. This article discusses five reasons why you should install an analytics package on your business website.

What's Your Excuse For Not Following Up?
What’s your excuse for not following up with new contacts after networking events? It doesn’t really matter what your answer is because I’m here to tell you that the correct answer to the above question from this point on is: There is no excuse for not following up, so I don’t have one.

How To Integrate Your Online Networking with In-Person Events for Best Results
Many entrepreneurs who network with other business professionals should consider an integrated approach to networking. For best results, make sure your online presence matches your in-person efforts.

HOW TO BE A TRUSTED ADVISOR

Imagine going to a heart surgeon and leading with “give me your best price on a triple bypass?” Madness! You just wouldn’t do it. Why? Because you want the best person for the job and you’ve probably gone to great lengths to research and speak with friends or associates who have been through a similar process or know others who have – in order to find the right information you need to make the right decision. The right decision is always - what’s best for you. The price is the last thing on your mind if you want the best result.

Refuse to participate in a Recession!
In short, STOP TALKING ABOUT AND START DOING SOMETHING ABOUT IT!

Marketing Advice - 5 Steps to Get Your Marketing Unstuck
Do you get confused over which marketing strategies to use? Ever wonder what you should be doing first? Recently one of my clients was stuck without any purposeful marketing strategies. Remember: No marketing = no control over the future of the business. So how did I get their marketing unstuck?

Sales Tip – Top 3 Selling Crimes: Bring in the Sales Crime Stoppers!
Salespeople need an edge in a down economy. You can get some edge from being a sales crime stopper and here are some sales crime stopping tips.

THE CONFESSION OF A FAILED BLOGGER

The other day, one of my new referrals wrote to me and asked me if we could meet and discuss. I was out of the country then and I told him that I would not be coming within the next 3 months. He replied and I could feel the tone of the email as he narrated his woes. He told me that he did not want a book from me because he had read so many books on online money making ways and he had paid a lot of money buying money making formulas

How Does networking RAISE your Revenue?
As they get more successful in business, it is said that people's networks grow. This happens through word of mouth from satisfied customers. But how did they get their customers in the first place. Apart from the usual ways of finding customers, like mail shots, advertising and cold calling, a lot of people engaged in "networking".

How can YOUR customers benefit from giving YOU referrals?
We all know that the very best lead you can get into your business is a referral. When someone is referred to your business by someone that they know and respect, they are already open to your offering.

7 “Bees” for Successful Networking
During an economic downturn, while people really want more business, they can also be far more cautious. So what can you see yourself doing today, using the very best techniques that cost you nothing, to survive and even prosper? If you don't have the time to spend 3 minutes reading this, you might find that your prospects or customers feel the same way about you!

How to Win More Sales Must Include the Answer to this Simple Question
If you are in business can you answer who is your client? Sure, you may be thinking it is everyone I have invoiced and possibly what a dumb question. Yet, are you sure that your clients are only relegated to those you have received payment for your goods and services?

The REFERRAL Pattern - Who’s REALLY Referring You and Why
Have you ever had a really good look at who’s actually referring you and been surprised to find it’s a handful of the same people over and over again, or Have you wondered why more of your customers or strategic partners aren’t referring you at all?

Want to Double Your Sales? Cut Your Market in Half

Two years ago, my firm suffered from split business disorder and as the owner, so did I. Offering marketing services for small business owners, we also offered team building and training services to Fortune 500 firms. Neither segment was large enough to stand alone, so I spent my time split between both. When someone asked me what I did, I was never quite sure how to respond and often said too much. Networking associates overloaded with T.M.I. (Too Much Information) rarely had a good referral for me. How could they? If I didn't know what I did or who I wanted to meet, it was unrealistic to expect others to be able to help me. A drastic change was required!

Heres the fastest way to outdo your competition
Wondering how to get an edge over your competition? By keeping your customers happy. A satisfied customer is a repeat customer. What’s more, they’ll tell all their friends. This article will show you how to keep your customers coming back for more.

30 Second Marketing
At networking events, you are asked to give a short presention. It is best to be prepared and talk for only the time alloted.

Effective Small Business Marketing is About Building Relationships…Not Just Making Sales
So the key to getting more people to buy from you—especially high-dollar items—is to create a series of smaller steps that let them wade in and test the waters before taking a bigger, more risky leap.

Every Time Without Fail Focus Trumps Intention To Increase Sales
Much is written about intention. Yet, is intention that powerful when it comes to the goal to increase sales?

Using Social Media as a Recruitment Channel
Social media is a new wave of internet usage that links everyone in "many to many" conversation using different tools. The most populated sector is the social networking tools like Facebook and Linkedin. Human Resource Managers are beginning to leverage on the large network of professional social network for recruitment and referral.

Entrepreneurs – Increase Your Sales With Just A Little Extra Effort
You’ve got steady sales but we just want to increase them a little more. This will give you some extra profit for your family, more money to invest in your business or just more satisfaction. Maybe the problem you have is overstocking and you want to clear your inventory to free some of your cash flow. Here are a few suggestions for you.

Ten Reasons Businesses Fail to Make Business Networking Work for Them
With the New Year fast approaching, I thought it would be a good time to reflect on what you might be doing to stop yourself making the most of your business networking. Have a look through this list and ask yourself where you are falling down. Perhaps that will give you some food for thought as you consider your new year's resolutions on January 1st.

Top 7 Sales Skills to Increase Sales in 2009 Regardless of the Economy
Being a top sales producer extends beyond your technical sales skills into your personal or self leadership skills. You must have knowledge of the results from your marketing and selling actions along with incredible self leadership skills. These seven sales skills can potentially deliver far more results than any technical selling skill such as fact finding to closing.

Work Smarter to Work Less
Tips for marketing yourself as a salesperson to increase your sales results.

How to Easily Get Customer Testimonials
Here are four very easy yet highly effective strategies you can use to get customer testimonials immediately...

Who are you and what do you do?
"Ok...I'll give you 60 seconds to tell me why I should listen to you." Whether it is actually verbalized or just inferred, every entrepreneur has heard it and every entrepreneur needs to know how to respond.

Manage Your Salespeople by Working Smart, Negotiate Quotas

How do you get your salespeople to "buy-in" to keeping good records of what they do every day? Sit down one-on-one, and negotiate their annual quotas with them. Help them translate their annual quota into their individual daily behavior. For example, a $5 million annual quota might equal three New Dials, one New Appointment, two Futures, one Referral Received and two Customer Visits every day. Don't forget to have them either write in or phone in their daily behavior numbers to post on the community "behavior board" for all to see. Look for more unconventional management tips in a future Today's Sales Meeting Minute.

Selling Insurance in the Land of Opportunity
Okay, so right now it looks like the land of barren desperation. You get a “no” before you even open your mouth. Your appointment book is empty and if something doesn’t happen soon you’ll have a matching bank account. So what’s this baloney about the land of opportunity?

Sales Training – Salespeople Debut of Confidence
Without confidence, salespeople will have it tougher to get to the top of their career, their business or their earning power. With six phrases in a song from The Sound of Music by Rodgers and Hammerstein, salespeople can begin to demolish those doubts.

Stress-Free Selling® - Close Three Times Faster

Who are the absolute, positive easiest prospects to close? The ones that take the least time, offer the least resistance, and are the easiest to get a hold of? Referrals! Ironically, despite the fact that everyone knows how easy referrals are to get, salespeople rarely ask for them and even fewer make it a habit of asking at every reasonable opportunity. Here's the simple solution to triple your closing ratio...

Sales Training – Salespeople Sell More With Clean Refrigerators
Could your sales performance suffer from lack of cleaning? Like it is important to clean out refrigerators, salespeople want to clean out their sales performance anxieties.

Start Blowing Your Own Horn!
Training organizations aren't always valued as highly as they should be. Self promote. Blow your own horn.

The easy way to increase your sales
The sad fact is that most salespeople tend to forget to keep in contact with their customers once they have sold them their particular products/services. Shocking don't you think

Increase Sales By Harvesting Instead of Farming
Are you a sales professional who harvests or one who continues to farm all with the goal to increase sales? What makes more sense?

Getting Past the Executive Gatekeeper
Some sellers fail miserably when trying to gain access to a company executive. Unfortunately, rather than taking the time to develop a strategy, they smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn’t get many sellers past today’s sophisticated executive gatekeepers, and many aren’t willing to give a seller a second chance.

The Freedom Formula by Christine Klosser
This book was written to help entrepreneurs learn how to put soul and a spiritual aspect into their business. The book has repeatedly been an Amazon best seller throughout 2008.

Karma Keys to a Referral-Based Business
Want to build a repeatable and successful process of increasing sales to both existing customers and new prospects? Then build a referral-based business where giving referrals is just as valuable as getting referrals.

Just By Answering Your Telephone Can Increase Sales
Next to driving by more business than you’ll ever had and just asking for business, returning phone calls may be an incredible opportunity to increase your sales.

Referral Based Selling

Did you know that: • 40% of sales people are failing in their sales careers? • 45% of all sales people earn the average income for their industry? • A typical sales person devotes only 10-20% of their time to actual selling because a large proportion of their available time is devoted to cold calling? • 85% of all sales people do not generate enough quality referrals? • Sales people who actively seek and exploit referrals earn 4 to 5 times more than sales people who don’t? • Referral business closes and converts more than 70 percent of the time?

How to Make More Sales With Less Effort
Exploring how Personal Marketing can be the fastest way to sell more and work less.

A Referral Doesn't Mean Closed Sales
You shouldn't skip steps in the sales process, even with a recommendation. Here's how you can make the most of your leads.

Why Do Referral Efforts Fail?
I’ll assume that you are likable, have integrity, and know your stuff. Over my years of working as a professional and working with professionals, I’ve identified four CRITICAL keys to referral success. Most professionals fall short in one or more of these areas.

Move from Mild Success to Wild Success
Referrals, Repeat and Reactive new business is the revenue base that funds your current company. With that being the case, what is the funding mechanism that fuels your future growth potential?

Why A Good Credit Score Is Important To Your Business
Whether you're in business or an individual, you should have an idea of what your credit score is, even if you're not currently applying for credit. Knowing your credit score and occasionally checking your credit reports also helps you protect yourself from identity theft and credit fraud.

Yes, It Does Involve a "Secret" Victoria…
People don't know what you want until you tell them--and asking for what you want results in landing exactly the kind of client you are hoping to reach.

Help Your Clients Be Heroes
Don’t deprive your clients of the opportunity to be heroes. Ask them to introduce you to people you can help in the same way you’re helping them.

Moving up the Value Chain
As consultants, our rewards and reputations are rooted in the value we bring. But value is always a perception; like beauty it exists in the eye of the beholder.

They’re All Tuned to WIIFM
Be Impressed, Not Impressive. Spend most of your time with someone making him or her feel that you're tuned into his or her station and you're bound to have better results.

COLD TO GOLD GETTING THE MOST FROM COLD CALL SET MEETINGS

By John Doerr Like King Midas, as I was told, everything he touched turned to gold. - Joseph Simmons and Daryl McDaniels “If I could just get a meeting with my target prospects I am certain I could close five (or six or eight) out of every ten.” How many of you think the same thing? You know that when you get in front of the prospect you can wow them. Every time a lead comes into the firm and you go on the sales meeting, it's a slam dunk. Made-in-the-shade. Can of corn. You know you'll get the gig.

Sales Big Picture - Top Salespeople Combine the Art and the Skill
One of the frequent complaints of salespeople is the delay of a prospect’s decision. You can be highly effective in sales attraction, and find a graveyard for your efforts because of lacking the art and skills of sales effectiveness. Top salespeople are always, regularly and even on their own dollar, increasing their sales effectiveness.

What Mistake Ends Your Hopes for Increasing Sales?
Your sales are down, your self-confidence is gone, and you feel like you’re beating your head against a brick wall. Maybe you should just quit.

Getting Recommended By Others Will Increase Your Profits

Over the past 30 days you have purchased many items and services. If you are like most of us you are completely satisfied with the products and services you purchased. But how many of the sellers have you recommended to your friends, family and colleagues? If you are completely satisfied why haven’t you recommended the sellers to other? I know you are busy; it is not at the top of your mind. Not a priority. You have come to expect satisfaction from the sellers you buy from. You just have not thought about it.

Get Noticed… Get Referrals by Jill Lublin

The full title of this book is Get Noticed... Get Referrals Build Your Client Base and Your Business by Making a Name for Yourself. Is it really that easy? Is that all you need to do in order to build your business? If you learn to get noticed and how to get referrals, that is a huge step toward making a name for yourself and creating a successful business. Now, you need to learn how to do it right. That's where Jill Lublin's book is valuable to you. She explains what you need to get noticed, where to go to be noticed and what to do once people start to notice you.

Who Else Wants More Referrals?
Getting new clients by referral is one of the most effective, simple, and low cost ways to grow your business. So how many referrals have you received lately? How often do you ask for referrals?

Lessons Learned about Planning
Lessons learned about planning.

Networking Power
Is networking effective or even necessary? Is it tough to find time for networking?

The 7 Habits of Highly Ineffective Salespeople
The 7 harmful habits that hold people back in their business-development efforts and kill sales.

Find the Right Coach for You
Preparation and research are the first steps to finding the best coach for you. Here's a step by step guide to get ready for your search.

The 3 Step Sales Process: Feature, Function, Benefit

Learn how to streamline your sales process and create a winning sales presentation. This 3 step sales process will not only help you to close the sale you are working on, it will ensure that you are selling the right product to the right customer. Making the right sale promotes customer satisfaction which is key to customer retention, and attracting new clients through customer based referrals. A “feature, function, benefit” focus results in a happy customer. A happy customer will provide you more advertising, marketing and promotion than money can buy, resulting in increasing your sales and generating a constant revenue stream.

Who Else Wants To Know How To Become Successful Through Networking
How many times have you heard 'to be a successful leader you need a network'? Lots of times? Never?Well it is true. Read this article and find out the why, how and where of networking.

Who Loves Your Business (and Why)?
Ideally, you want not just customers, but fans. You want your business name to be passed around via word-of-mouth without you having to do any work. How do you find customers? How do you turn them into fans?

Be a Franchisee "Secret Shopper"
You have found what you think is a perfect franchise opportunity. You have done as much homework as you can think of. You have enlisted the help of others. Yet something is still missing.

How to Deal with Competition in Coaching
Competition is everywhere! What are you doing to insure you "stand out" among the vast number of coaches in today's world? Learn how to show potential clients you are unique and the best choice to meet their coaching needs.

Networking for Results that Balance Your Give and Take
Networking can reap business rewards when your actions of give and take are balanced.

LinkedIn Marketing for B2C Companies - The Audiences on LinkedIn That Will Double Your Sales Guaranteed
Create a strong LinkedIn profile using these tips and figure out who would be your best referral sources and media types and start making connections that can double your sales guaranteed.

More on Referrals
The importance of referrals was included in one of my previous newsletters. And I mentioned how I was referred to Bill Cates, a referral coach. Bill recently wrote an article entitled "The 7 Deadly Referral Sins - Are You Making Them?" I have read this many times and find it to be a great reminder of what not to do when it comes to referrals.

Relationship Building for Professionals
Building relationships is the first step to building a successful practice. How do you begin to build a list of referral sources? Where do you start? This article presents some ideas to create your own referral source list.

No Fear of Referrals
People are often worried about being put in an uncomfortable situation in which someone they just met is asking them for a business referral -- particularly if their new acquaintance is a salesman asking for a referral to one of their friends who could be a potential client.

What’s Better Than “Word-of-Mouth”?
You will agree there is nothing better than to get a word-of-mouth referral from a satisfied customer or client. These leads usually come to you at no cost and with little or no effort on your part. A referred prospect is easier to please and quicker close. Referral leads generally buy more and will often refer you to another prospect in the future.

Three Simple Referral Marketing Strategies
I personally know of several very successful small businesses that don’t spend a dime on advertising? Why? Because they have implemented a referral marketing program that automatically brings in more clients than they need. This article discusses three referral strategies that will help you do the same.

Get Proactive About Referrals
Once you’ve set up a Referral Rewards Program, the next step is to get proactive and make asking for referrals a part of your sales and account management processes. This way you aren’t waiting for clients to think of you to offer them up. With a good process in place, you create a steady stream of referral prospects while letting your customers know how important referrals are to you.

Are You Referral Worthy?
Referral business is the least expensive way to win new customers. In addition, it has the highest possible leverage and the best potential payoff. Most importantly, a prospect whose name you received through a referral is much more likely to listen to your pitch and less likely to seek out other sources to meet his or her needs. You come to them with a built in reference.

The Four Habits of Highly Referable People
Dan Sullivan, Strategic Coach, referral, referral partners, referral habits, getting referrals, making referrals, giving referrals,

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