Want to know a secret to generating high-quality leads? Referrals are a game-changer. My network says that referred customers convert at an amazing rate of 50% to 90%...This statistic is way better than traditional prospecting methods. When someone recommends your services, they trust you and your b...

Why You Should Love Referrals

When it comes to business development, referrals are one of the most powerful tools in your arsenal. A good, qualified introduction from a trusted source can lead to a closing rate of 50-90%. That’s a staggering statistic compared to other methods like cold calling, wh...

Want to crush it in sales? It’s all about mindset and process. You know how you’re always juggling personal growth and business development? It turns out that intersection is the key to unlocking both.

Think of personal and professional development as two sides of the same coin. When you align your...

Discovery Call Mapping

by John Way

Discovery calls are your first opportunity to connect with prospective clients and gain insight into their needs and expectations. They allow businesses and buyers to assess whether there is a mutual fit before diving deeper into solutions or proposals. 

But wit...

 Do you love to hate the word “sales?”

I’ve had some negative sales interactions. You know the kind. I was a buyer and I felt pressured… ignored. Sadly, sometimes those stereotypes of sleazy salespeople are earned. We’ve all had these experiences! 

Even in the face of that truth, I don’t want to t...

How to Network like a Good Human

It’s come to my attention that some people really dislike networking. Well… ok, this isn’t quite true. I’ve known this fact for a while, so it’s not a new realization. When someone tells me they think networking is a waste of time, I am certain of one thing: we don’...

Where is my piece of the pie?

A lot of people know about and have experiences with networking. When you say “networking,” they have an image come to mind. Not as many people have an experience with masterminds or peer advisory groups. Let’s look at the differences and similarities between these kin...

Stay engaged with your clients after the work is done

Do you dream of having a way to serve your clients after you finish your consulting engagement but aren’t sure what to do next? The challenge of a professional services business is that we often work ourselves right out of a job when we finish o...

Would you recognize a referral if it were handed to you on a platter?

If networking is new for you or you’re trying to improve your networking skills, you might not realize that referrals come in many forms. Learn to recognize them and you’ll see possibilities open up all around you.

• A sales lea...

Professional services providers and coaches, my tips from Brendon Burchard’s presentation at the recent Austin Coaching Conference will help you be the leader your clients need. I learned some of these lessons from the stage and some from observing the genius marketer himself!

Lesson 1: Be yours...

There are a lot of reasons you might decide you want a founding partner for your new peer advisory or networking group. Whichever type of group you’re considering, you could be asking yourself if your group would flourish with an additional leader. Someone of another gender, ethnicity, or profession...

Do you remember a time when someone was generous to you in an unexpected way? Maybe it was a teacher who allowed for extra credit to boost your low grade right when you needed it. Maybe someone “paid it forward” in the Starbucks line.

Maybe you were the generous one, able to give financially to str...