referrals

The Final Phase of the Sales Funnel: Asking for Testimonials and Referrals

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

The Final Phase of the Sales Funnel: Asking for Testimonials and Referrals by Vikram Rajan

{2:55 minutes to read} As professional marketers, our goal is not to close the sale but to open a relationship. This is the difference between a customer and a client.

When a potential client, aka “a prospect,” walks through the door or calls on the phone, the sales process has begun. A sales “funnel” is wider at the top, where there are multiple prospects, and grows narrower as a smaller number of prospects actually become active clients. Inside the sales funnel, there are many phases, involving multiple meetings and interactions, before a prospect becomes a client.

Continue reading

Don’t Blast Your Sales Message to New Contacts—Try This Instead!

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

Don’t Blast Your Sales Message to New Contacts—Try This Instead! by Mark Bullock

{4:48 minutes to read} For the majority of professional service providers (like most of you), you should realize you cannot depend solely on your online marketing & networking efforts as your only means of marketing. Offline (in-person) professional relationships cannot be replaced by online efforts, but they can be augmented and reinforced.

Keep in mind that for the most of the professional services, referrals will come from people who know, like, and trust you—and—have met you in person, or at the least spoken with you on the phone.

Continue reading

Is Social Media Getting You Referrals?

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

Is Social Media Getting You Referrals? by Mark Bullock

{4:54 minutes to read} Clients ask if we can advise them on how they can get more likes and interactions on their social media. There are many ways to encourage people to like your Facebook business page or LinkedIn company page including direct invites, giveaways, prize drawings and other enticements.

But I keep going back to my standard phrase: If you want somebody to pay attention to you, pay attention to them first. If you want somebody to take an interest in you, take an interest in them first. Go out and find the people on your network that you want to pay attention to you, and start paying attention to them.

Continue reading

Protected: Does Business Feel Like a Roller Coaster? 5 Tips to Leverage the Ups & Downs

There is no excerpt because this is a protected post.

Endorsements, Recommendations & Referrals, Oh My!

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

phoneBlogger co-founder, Mark Bullock, explains the effect of referrals.{2:42 minutes to read} When speaking with clients in respect to their marketing efforts, I see a lot of endorsements or recommendations – that are referred to as referrals.

What’s the Difference?

If you and I are talking and I say, “Oh, you should talk to Mary Jane about your problem. She’s an attorney over at such-and-such law firm,” my suggestion is a recommendation.

If I were to say, “I know this person, Mary Jane, and she’s a really good attorney in this field,” that’s an endorsement.

A referral would be a bit more formal: “Here’s Mary Jane’s number. I’d recommend you consider her to help you with your issue, and I encourage you to reach out to her.”

A more solid referral is an introduction.

Continue reading

Protected: New Ways to New Referral-Centric Blog Article Ideas

There is no excerpt because this is a protected post.

Looking For New Referral Sources? Don’t Overthink It — Take Action Now!

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

phoneBlogger.net co-founder, Mark Bullock, explains networking and referral sources.{Time to Read: 3.5 minutes} Recently I was helping a client get all of their “ducks in a row” for what will be a well-planned outreach to possible referral sources. They had decided to limit their outreach to people that could potentially have a synergistic working relationship with them.

In preparation, my client created a list of names, addresses, phone numbers, etc. of potential referral sources, but hit an obstacle when prioritizing that list.

  • Should I email them, call them or send them a letter?
  • Should I try to find them on LinkedIn?
  • Who among these colleagues is a center of influence — in other words, who should I contact first?
  • Who should I consider the highest priority?

Continue reading

Only 6 Lawyers Attended My Seminar! 4 Happy Lessons

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

{Time to read: 5 minutes}

Only 6 Lawyers Attended My Seminar! 4 Happy Lessons By Vik RajanBack in October 2014, I presented a seminar series for the Metropolitan Black Bar Association (MBBA). While only 6 lawyers attended the 1st workshop, there were at least 4 happy lessons for me to learn, and perhaps for others to follow.

The series was modeled after the ones I presented at the NYC Bar Association in the Spring:

  • Workshop 1: Hands-On Blogging
  • Workshop 2: Hands-On LinkedIn
  • Workshop 3: Hands-On Newsletters

Continue reading

How To Attract Referrals By Becoming a Branded Expert™ in Your Industry

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

phoneBlogger.net co-founder and marketing expert, Mark Bullock, discusses how consistently blogging makes you a subject matter expert and attracts referrals.The phoneBlogger process is highly successful at starting conversations.

At phoneBlogger, we have enjoyed watching as numerous clients have benefited from their blog posts striking a chord with their colleagues, affiliates, centers of influence & referral sources. This is often because the opinion or viewpoint expressed was either contrary to or progressive beyond the collective industry viewpoints. As a result of these exchanges, many have set path to become thought leaders.

Yes, being a thought leader does take some time, and there is the potential of negative comments from those that disagree with you, but the reward of being sought-after as a Branded Expert™ in your industry is invaluable.

Continue reading

How Can You Guarantee Your Letter Will Be Opened and Read?

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

phoneBlogger.net co-found, Mark Bullock, explains how to stand out with the handwritten thank you note.Nothing beats the written word to get attention.

If someone refers a potential client, it is certainly not unthinkable to send an email or pick up the phone and say, “Thank you.” It’s personal, and shows the referral is appreciated. But how many people actually send a thank you note?

Sending a handwritten note isn’t very time-consuming or particularly difficult to do, but it does require a bit more than typing out an email. It’s not the standard anymore, so it stands out and differentiates the sender from the rest.

Continue reading

Making Sense of Google+ Profiles and Pages to Best Promote Your Business-Related Articles

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

Making Sense of Google+ Profiles and PagesGoogle+ – like LinkedIn, Facebook and Twitter – is a social networking platform. Launched in June 2011 by the world’s most-used search engine, Google+ has become the second-largest social networking site in the world.*

If your company already has a social media presence, you may be familiar with the concept of personal or professional “profiles” vs. company and/or business “pages.” The function of business and/or company pages has now been added by 3 of the major social networks. First Facebook, then LinkedIn and now Google+.

Personal or professional profiles represent the individual.
Company or business pages represent the company, organization, or brand.
Facebook, LinkedIn and Google+ allow you to create multiple pages
for each of your brands or services.

You can do a lot with both profiles and pages: Continue reading

Redefining Social Media’s 80-20 Rule

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

I just heard from a long­time client-turned-­friend that a speaker she heard was espousing the importance of spending 80% of our marketing time on personal connections – networking, public speaking and face­-to-­face meetings – and only 20% on social media.

Even though I run a company heavily immersed in social media, I don’t think the speaker’s too far off. Her definition of social media, however, is very different than mine.

You can connect to a dozen people per hour on LinkedIn, but the connection in and of itself is virtually meaningless.

The key is taking that connection and turning it into a relationship – whether by email, phone or in person – that is then maintained and nurtured.

When social media time ends, personal engagement time begins. I’ve recently begun replying to comments on my blog posts, which I syndicate on LinkedIn, with renewed vigor. One great way to fill your social media datebook is to spend time gathering the comments you generate on LinkedIn and adding them to the blog posts themselves for future readers. Continue reading

6 Real Co-Blogging Examples to Leverage Time & Traffic

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

Blogging can brand you an expert. Moreover, your blog can also help you leverage the reputation & recognition of others. By co-6 Real Co-Blogging Examples to Leverage Time & Trafficblogging, you can leverage each other’s time, topics & traffic. Here are 3 models, 2 examples each, of how bloggers are exchanging content & contacts:

1) Cooperative Bloggers, like Healthcare in Compliance or The Insurance Pro’s

When Ester Horowitz wanted to launch her blog, she had a vision of creating a resource for physicians, group practices, clinics, hospitals, and other healthcare businesses. They are under extreme scrutiny and compliance obligations. While Ester’s expertise is in developing compliance management processes, she doesn’t operate in a vacuum. As a professional, Ester often calls upon the expertise of other specialists. Why wouldn’t she reflect that in her blog?

Instead of “Healthcare in Compliance” being a solo soapbox blog for her, Ester has created a platform for her colleagues: She asked some of her closest colleagues, who are also adept at writing, to participate; most of them have their own blogs. It’s pretty easy for them to share excerpts, highlights, and other content with the cooperative blog. While she most regularly contributes, Ester also has a roster: They are not simply “guest bloggers,” they are contributors. As their strategic relationships flourish, their blog can become a whole lot bigger than the sum of its posts.

Similar, but different, are the relationships between Jay Silverman, Seth Jonas and Tomer Dicturel. They once belonged to a chapter of Business Network International (BNI); there their relationships & referrals grew. Jay wanted the benefits of a blog & social media marketing, without its burdens. He also knows the power of leverage: He brought together 2 other complementary professionals to launch The Insurance Pro’s blog.

Seth & Tomer are experts in their respective fields. All 3 of them now benefit by having a thriving blog, social media content to promote, and an email newsletter that goes to each other’s network of contacts. As an evolution of their networking experiences, their new on-line networking is even more efficient.

2) Continue reading

When Your Name is Given, How Easily Can You be Found Online?

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

When Your Name is Given, How Easily Can You be Found Online?When your name is given or dropped, the party or person receiving the referral is going to look you up online. What are they going to find when they do?

How findable are you?

Are you Googlable?

And while they are searching for you, they will also find your competitors. So how can you ensure you are the one that they will select? Continue reading

What Does It Take to Get Referrals? Three Little Words.

Share on LinkedInShare on FacebookShare on TwitterPin it on PinterestShare on TumblrSubmit to StumbleUponSave on DeliciousShare via email

Since word of mouth marketing is king in professional service industries, we recognize that professional services are built on the magic triad of:

  • Know

  • Like

  • Trust

Mark Bullock of http://phoneBlogger.net discusses the need for people to know, like and trust you before they do business with you.People need to know, like, and trust you before they are going to do business with you.  It’s not so much about business to business marketing, as much as it’s about building a network of professional relationships. Those who would refer you also need to know, like, and trust you. 

There’s really no reason for a person to refer someone unless there’s some sort of relationship in existence. That relationship can be cursory or have considerable depth, but meeting someone at a networking event, through social media, or at a business luncheon is only the beginning of developing a relationship. It’s what you do with that contact, or how you foster and grow that relationship, that can turn it into something with potential for referral of business or services.  Continue reading