09
Dec 14

Don’t Keep Me A Secret – How To Get More Referrals by Bill Cates Podcast

Don't Keep Me A Secret - How To Get More Referrals by Bill Cates

Don’t Keep Me A Secret – How To Get More Referrals by Bill Cates:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about Title Don’t Keep Me A Secret – How To Get More Referrals.

You can listen to the podcast by pressing play

or

Download this episode (right click and save)

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsMore Referrals

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


08
Dec 14

Don’t Keep Me A Secret – How To Get More Referrals by Bill Cates

Don't Keep Me A Secret - How To Get More Referrals by Bill Cates

Don’t Keep Me A Secret – How To Get More Referrals by Bill Cates:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about Title XXX.

 

Don’t Keep Me A Secret – How To Get More Referrals Transcription:

CHRIS HAMILTON:

One thing I found in the book that I thought was just phenomenal, as a way to potentially get an introduction, was “Don’t Keep Me a Secret.”

BILL CATES:

Well, it works quite well. Let me tell you a quick story. I’ve been in this business teaching folks how to get more referrals and introductions for twenty years, and probably a year into it, just after my first book came out, I was doing a program. I do a lot of speeches and seminars.

A guy came up to me afterwards — that happens a lot — to share what worked for him. I love it. I learn a lot that way. And he said, “Here’s what I say. When I’m working with a client, I’ll just say, ‘Don’t keep me a secret.'” And I said, “Wow! That’s brilliant.” So, I’ve been teaching it ever since. I didn’t create the phrase, but I popularized the phrase. In fact, if you’ll indulge me…

CHRIS HAMILTON:

I’ll indulge you any day…

BILL CATES:

It’s the title of one of my books. Don’t Keep Me a Secret. And beyond referrals, I think it’s the one you want. But nonetheless, don’t keep me a secret does three things.

First of all, it will plant the seed for referrals for later. So, later someone’s having a conversation connected with the type of work that you do. They think of you and, boom, don’t keep me a secret kicks in. You let them know. You’re open for business. You’re never too busy to be a resource for others.

Sometimes it turns into referrals on the spot. I see many people get referrals on the spot just from saying, “Don’t keep me a secret.”

And also it acts as kind of a barometer. One could call it a trial close around referrals. You say, “Hey, don’t keep me a secret out there. I’m glad you’re seeing the value in what we’re doing. Don’t keep us a secret.” And you see how they react. Some people say, “Oh, sure. We’ll definitely keep you mind.” Maybe that’s someone you ask for referrals the next time you get together, because they’re open to it.

Other people say, “Well, okay. I’ve had some bad experiences with that, but okay.” Now you know you want to be a little more careful. It gives you a barometer.

Now there’s a little humor to saying don’t keep me a secret. There’s a little smile in it. “Hey, don’t keep me a secret out there.” So, if you don’t have a sense of humor, don’t use that one. There are plenty of others you can use. But it’s a lot of fun and I’ve seen many people get incredible results over the years just from that little phrase.

 

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsMore Referrals

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


29
Nov 14

How To Get More Sales With The Benefits of the Benefit Podcast

How To Get More Sales With The Benefits of the Benefit by Bill Cates

How To Get More Sales With The Benefits of the Benefit:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about How To Get More Sales With The Benefits of the Benefit.

Press Play to listen to the podcast

or

Download this episode (right click and save)

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsGet More Sales

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


28
Nov 14

How To Get More Sales With The Benefits of the Benefit by Bill Cates

How To Get More Sales With The Benefits of the Benefit by Bill Cates

How To Get More Sales With The Benefits of the Benefit:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about How To Get More Sales With The Benefits of the Benefit.

 

How To Get More Sales With The Benefits of the Benefit Transcription:

CHRIS HAMILTON:

What’s the best piece of advice that you can give as it relates to your book, Beyond Referrals?

BILL CATES:

Wow. There’s a lot of good stuff in there.

CHRIS HAMILTON:

I agree with that. There absolutely is.

BILL CATES:

In addition to what I said about having the mindset, the awareness of the opportunity, making sure you’re referable, being proactive, and asking for referrals; there’s a little strategy I teach near the end of the book that I got from a guy named Joe Palumbo. So, I didn’t even invent it. He calls it the “benefit of the benefits.” It goes like this.

As a salesperson or a marketer, we talk about features and we talk about benefits. And the problem is a lot of people stop there, but there is a next step and the next step is the benefit of the benefit. This means when you say your widget can do this, that’s the feature. And the benefit — that’s what saves you time.

Then you want to say to your prospective client, “How do you think that would play out in your world?” Or, “Does that resonate with you?” Or, “If you could do that, what would it look like?” There’s a lot of ways to basically say the same thing. But what we’re trying to get them to do is think a little bit about the benefit. What does that benefit actually mean to them? And then when they answer back, what are they doing? They’re actually selling themselves on the benefit. The benefit becomes real rather than just a bullet point — saves time, makes money, does this, does that.

You don’t do this with every single benefit, perhaps, but, “How does that resonate with you? How do you think that would play out? How do you think your colleagues would react if that was possible?” Now they’re talking about the benefit of the benefit — the impact of the benefit — and that is like a magical thing that I discovered from John that I just had to share with the world because most people don’t think about that and it’s a very, very powerful way to move the sale along.

CHRIS HAMILTON:

When you think about it, you’re putting the prospect in the shoes of someone using the product or the service, yet making them understand, “Here’s how it will work for me.” All of a sudden they think about it and it’s a different mindset.

 

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


27
Nov 14

Why Don’t People Ask For Referrals Podcast

Why Don't People Ask For Referrals by Bill Cates

Why Don’t People Ask For Referrals:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about Why Don’t People Ask For Referrals.

You can listen to this podcast by pressing Play

or

Download this episode (right click and save)

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsAsk For Referrals

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


26
Nov 14

Why Don’t People Ask For Referrals by Bill Cates

Why Don't People Ask For Referrals by Bill Cates

Why Don’t People Ask For Referrals:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about Why Don’t People Ask For Referrals.

 

Why Don’t People Ask For Referrals Transcription:

BILL CATES:

It’s mistaken assumptions and lack of confidence that boil down to fear. When we don’t feel confident about something, what do we feel? We feel fear, doubt, and lack of confidence.

This isn’t rocket science. There are some ways that are better to ask than others, but the key is that we are proactive. The problem is a lot of people are afraid of appearing pushy. That they’re going to hurt the relationship. A lot of people are afraid they’re going to look needy, begging, hat in hand. A lot of people are just plain afraid of rejection. They can cold call until the cows come home, but once they have a relationship with someone, they don’t want to risk it.

CHRIS HAMILTON:

Yes.

BILL CATES:

These are all limiting beliefs. They’re all mistaken assumptions. If someone says to me, “Bill, I don’t feel comfortable asking for referrals,” I say, “Okay. So? Okay. You don’t feel comfortable. I get it. So, what are you going to do about it? Does it mean you just don’t do it? Look, when you feel a fear, do you retreat or do you get going?”

I help people get going. I help them become aware of their fears or doubts or uncertainties and then we figure out what we can do first. What we can do second. How we can get past that, at least to some degree.

You may never become the referral machine that you want to be, but you can do more than you’re doing now.

 

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsAsk For Referrals

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


25
Nov 14

Is There a Better Alternative To Cold Calling? Podcast

Is There a Better Alternative To Cold Calling?

Is There a Better Alternative To Cold Calling?

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about a Better Alternative To Cold Calling.

Press play to hear the podcast

or

Download this episode (right click and save)

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


24
Nov 14

Is There a Better Alternative To Cold Calling?

Is There a Better Alternative To Cold Calling?

Is There a Better Alternative To Cold Calling?

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about a Better Alternative To Cold Calling.

 

Here is the transcript of this video.

JOHN LEISHMAN:

Well, Chris, what are some alternatives to cold calling? What other options are available for people now?

CHRIS HAMILTON:

Well, John, I’m glad you asked that. Cold calling is just not effective anymore. One Baylor University study found that people only book appointments with 0.3% of the cold calls they make.

One of the alternatives we have is a process and methodology I’ve developed. First you have to have a website. Second, you have to have a landing page on that website that is specific to your product or service. Then you need to add a live chat widget on that website so as you push people through there, you can engage with them or have staff engage with them. Then you want to have a means of follow-up.

If you have found a target demographic, are pushing people through to a specific landing page, and engaging with them, some of the stats we see indicate that typically they’re engaged and already in buy mode — looking for something that’s specific that you have to offer. What we find is that if you can engage with people via live chat, about 25% of the time those people turn into sales leads. If you’re looking at 0.3% compared to 25%, that’s a huge difference.

If you are cold calling, in order to book an appointment you’re going to have to spend six or seven hours a day trying to get that one appointment. If people are coming to your website and you’re turning them at about 25% because of engaged chat — plus you have other people doing that for you — your day is freed up so you can actually spend your time in a more productive way that makes you money.

And for those people who aren’t necessarily ready right then and there, get their name and email into a CRM system and nurture it with an email marketing program of some sort. That’s a far better process than just picking up the phone and dialing for dollars.

JOHN LEISHMAN:

Thanks, Chris.

CHRIS HAMILTON:

You’re welcome, John.

 

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


22
Nov 14

Using Content Marketing To Replace the Cold Call Podcast

Using Content Marketing To Replace the Cold Call

Using Content Marketing To Replace the Cold Call

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about Using Content Marketing To Replace the Cold Call.

Press Play to Listen to the Podcast

or

Download this episode (right click and save)

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


21
Nov 14

Using Content Marketing To Replace the Cold Call

Using Content Marketing To Replace the Cold Call

Using Content Marketing To Replace the Cold Call

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about Using Content Marketing To Replace the Cold Call.

 

Here is the transcript of this video.

JOHN LEISHMAN:

Chris, you’ve talked a little bit about how cold calling is dead. You talked about having live chat on a website. You talked about having landing pages. How do you get people to actually go to your website? Does content marketing fit into this scenario in some way?

CHRIS HAMILTON:

Sure, John. There’s numerous ways you can get people to come to your website and we’ll talk specifically about content marketing. I’ve got several methods. You can use advertising. Twitter is great. So is SEO.

Content marketing is another really great way to drive people to your website. You’re giving your thoughts on how to solve a specific problem. On a concern about how to fix something. You might use humor. People will come to your site searching for information. Of course, when they search for information, if your blog post or your content is optimized properly, then they will find that information and find your site. You’re obviously drawing people in. And then the most important thing — and we’ve talked about this — is to put a live chat widget on your website.

There are a couple of things you can do to help increase your ability to generate sales leads. First, have a call to action on your blog post. If you’re writing something specific, have a call to action that’s specific to that content. If you’re talking about a new Aston Martin, say something like, “Contact us to schedule a test drive.”

Another thing you can do is put an e-book or some information for a sign-up to capture a name and an email from that person. Of course, if you can actually engage with someone via live chat at that point in time should they have any questions, they’re probably in buy mode. The question they have may not be answered in your blog post, so guess what? They can ask that question of you right on the site. Typically what we see is you can generate up to 10 times more sales leads using a live chat widget.

I’ve talked about this stat in the past. A Baylor University study noted that there is a 0.3% success rate to booking an appointment using cold calls. What we’re seeing is that when we have someone engaged online and we’re chatting with them, typically about 25% of these turn into qualified sales leads, and this roughly translates to between 3-8% of viewer website traffic that you get. It’s a high number of qualified people that are looking for what you have.

JOHN LEISHMAN:

I’m just going to paraphrase this. The old strategy was cold calls and dialing for dollars. The new strategy is leveraging content marketing, using Twitter, and using paid search results to drive traffic to websites. Engage the prospect in live chat and then your salespeople are simply focusing on people who are interested in your product or service and what you have to say.

CHRIS HAMILTON:

Absolutely. I think that’s a great point — that you are allowing your salespeople to focus only on those people who have a desire or are qualified — as opposed to wasting time talking to people who are unqualified. That’s a great way to look at it, John.

JOHN LEISHMAN:

Thanks a lot, Chris.

CHRIS HAMILTON:

You’re welcome, John.

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


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