Small business growth in 2018 – Grow your top line

Small business growth

How to Create a Life Plan that Helps with Small Business Growth

Mall Business Growth – we all want it – don’t we?  The why do many business owners spend countless hours working on their companies, seeking and serving clients, trying to find referral partners, creating content, and doing dozens of other tasks… only to find that they’re moving toward their goals slowly, if at all.

Some don’t even know if they ARE making progress, or if they’re just spinning their wheels.  They also know that the small business growth that they want is elusive.

Often, this is because they don’t have a clear objective and a specific plan to reach it. Without that, they have no way of knowing which tasks are necessary and which are just busywork, or how to do those tasks in the way that has the best chance of moving them toward their goals.

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Email marketing for your Strategic Referral Partners

email marketing

How to Use Authentic Marketing Emails

Email marketing to Introduce Strategic Partners to Your Friends and Clients can be very useful to both you and your partners. If you’ve been reading our blog posts over the past month, you’ve gotten some valuable strategies and templates for identifying your ideal strategic partners, contacting them, creating a networking follow-up strategy that gets results, and running mutual promotions that get each of you dozens of clients.

I hope you’ve been putting this information to use, because referral marketing is one of the best ways to grow a small business.

People who are referred by a friend are 400% more likely to make a purchase than they would be if they’d stumbled upon you at random – but that doesn’t mean it’s guaranteed that they’ll act on your recommendation.

You need to be able to get their attention and persuade them that it’s worth their time to take action.

This week, we’re going to explore how you can use emails to introduce your strategic partners to your friends, clients, audience, and anyone else you know who needs their products or services.

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BNI is vital for getting more business


Over the last few weeks, guest writer Frederick Geiger talked about how to get strategic partners, how to identify the best strategic partners for your business, and how to work with your strategic partners to get dozens of clients for both of you.

This week, I want to give you some guidance for tapping into one of the richest sources of referral partners there is: your local BNI.

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Strategic Partners

strategic partners

When you meet a potential referral partner, do you know how to contact them, build the relationship, and help them send you clients?

Many people don’t, and as a result, they spend countless hours networking, meeting people, and trying to follow up with them, while getting few or no new customers in return for their efforts.

My name is Frederick Geiger, and I’m a BNI area director and certified Duct Tape Marketing Consultant who uses referral marketing as my primary method of getting new customers.

In last week’s blog post, I explained how you can identify your ideal referral partners, so you can receive more referrals and make yourself more valuable to your clients by helping them find the products and services they need.

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How to Identify Strategic Referral Partners

strategic referral partners

In last week’s blog post, you received an eight-step process you can use to get more referral partners and encourage them to send you clients.

This week, I’m going to go into detail on how to identify the RIGHT strategic referral partners.

My name is Frederick Geiger, and I’m a BNI area director and a certified Duct Tape Marketing Consultant.

I specialize in helping people to get more referrals, and I rely on the strategy myself because it has the highest ROI of any marketing activity – IF you use it correctly, and partner with the right people.

That second element is often overlooked, but it’s extremely important to your success, partly because your choice of referral partners determines how many referrals you’ll receive.

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Strategic Partnerships for Referrals

strategic partnerships

8-Step Strategy for Forming Strategic Partnerships that Actually Get You Clients

When you go to networking events, are you forming strategic partnerships that grow your business, acquiring new clients, or wasting your time?

On average, business owners who use networking as part of their growth strategy spend six and a half hours on it each week, but many have little or nothing to show for their efforts.

When this happens, it’s often because they don’t know how to find the right referral partners, build a relationship with them, and empower them to make referrals. If you’ve found yourself in that boat, it’s time to change that.

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Keynote Presentation

keynote presentation

The Ten-Minute Business Keynote Presentation That Get Referrals

If your networking or business group invites you to give a ten-minute business keynote presentation, do you know what to say to get more clients and referrals from the opportunity? What if you sponsor an event for your key clients and/or referral partners and need to give them a short presentation. This presentation style is also a great idea if you have an open house or a thank you program for your partners.  If you are providing a nice spread of food, and other incentives to visit, they will be expecting you to share how they can help you.  This keynote is a way of doing so without asking them to spend more of their own money.

Over the last few weeks, we’ve explored three types of one-minute sales pitches: the basic presentation formula, the “did you know?” speech that’s designed to showcase your expertise, and the “who do you know?” version that encourages people to send you more referrals.

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Sixty Second Commercial – Who do you know?

sixty second commercial

How to Get More Referrals with a Sixty second commercial

When people attend a networking event, they’re usually there to MAKE money, not spend it. How do you put that into a sixty second commercial?

This can make it difficult to sell directly to the members of your networking groups, but it also provides a great opportunity for people who know how to offer them what they want: a way to make more money and be more valuable to their clients.

When a business owner is the go-to authority on where their clients can get all the services they need, potential clients have more reasons to approach that entrepreneur. This means they have more opportunities to see if people need their services, so they make more sales and referrals.

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Sales Elevator Pitch – Did you know?

elevator pitch

How to Make a One-Minute Elevator Pitch that works

Do you know what the biggest, most expensive mistake people make during networking events is? It’s assuming that you’re there to sell to the people in that room.

As I noted in last week’s blog post, most of the people in networking events are NOT there to buy. They’re there to make money, not spend it.  They want to build their business and they are looking for a silver bullet.  This week, I am going to share another statistic with you.  68% of people who are given a referral feel obligated to give business back.  So, think about giving to get and building relationships when networking.

That doesn’t mean you CAN’T sell to the people in your networking groups, but you’ll get much better results if, instead of offering products and services to people who aren’t there to make a purchase, you offer them something they DO want: a referral partnership with someone who shares their target audience.

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Sales Manager Minute

Sales manager minute

Sales Manager Minute – or is it something more?

If you’ve ever tried to sell something during a networking event, you probably know the struggle: everybody’s there to sell, but no one is looking to buy!

As a result, there are lots of sales pitches, few or no transactions, and a lot of people wasting their time and getting frustrated.

And yet, some people make a lot of income by presenting their offer to networking groups like BNI and the Chamber of Commerce. How do they accomplish this feat in places where everyone’s there to make money and no one plans on spending any?

In this month’s blog series, I’ll tell you how to get past people’s sell-only mentality, present your offer in a way that makes them eager to buy it, and turn your networking groups into a lucrative source of clients and referral partners.  How do your turn your sales manager minute from talking to buyers to talking to your potential sales staff.

This week, let’s kick off the series by exploring the most essential, yet often neglected or mishandled, basics of your sales presentation.

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