How to Get More Top Clients in 2015 (Part 4 of 5)

     
Bill Cates, CSP, CPAE
In the fourth week of this series I bring you Strategies 7 and 8, which are taken directly from our most comprehensive system:  The Referral Champions System.  (For a limited time, you cansave 20% off either our DVD or Digital Systems. Go to: www.ReferralChampions.com Use the Promo Code: CHAMPIONS20
7. Veterans and Rookies – Leverage Your Natural Market Excerpt from Referral Champions Module #7 – Expand & Leverage Your Natural Market Most people never fully leverage their natural market and bring limited thinking to this concept.  Your natural market is not some static group of people you know before you got into this business. Your natural market should be a growing group of people you bring into your sphere of influence throughout your career. Don’t give up too quickly on people you knew before you got started in this business. It often takes years for them to see you as an expert in your new role and begin to trust your expertise. Keep expanding your natural market by being active in your community through service organizations, philanthropic groups, places of worship, and business groups and events. Go More In-Depth with This Strategy at: www.ReferralChampions.com
8. Meet High Level Prospects in Social Settings Referral Champion Module #8 – Maximize Event Marketing Some clients enjoy the “traditional” referral process – where you promote referrals or ask for referrals and they give. Others feel more comfortable bringing a friend or colleague to a social event where they can introduce you in a non-business setting. Many affluent individuals prefer to meet you in a non-business setting first. Referral events can be as simple as a small dinner or wine tasting. Some folks like to get creative; finding unique venues or themes. To attract affluent clients and their guests, it’s often helpful to find venues they couldn’t go to on their own – such as dinner in a museum or an art gallery or back stage of a theater that’s not hosting a production. Most of your events should be small. Three things are accomplished by keeping your events small: 1. You create better connections with your attendees.  (Large events create thinner connections.) 2. Smaller events are easier to produce and don’t take up lot of your time (or your staff’s time). 3. You can usually see the fruits of your labor more quickly and clearly. Go More In-Depth with This Strategy at: www.ReferralChampions.com