Yesterday I visited a Business Networking International (BNI) group in Del Mar. BNI is a group of business professionals who meet weekly to exchange business referrals. I was asked to come and fill in for one of their members Rick Itzkowich owner of Productive Learning and Leisure and writer for the Xtraordinary Living Blog. BNI [...]

Posted in Follow Up, Follow Up Ideas, Increase Referrals, Networking, Relationship Marketing 8 Comments »

What is the value of our current customers? In sales it seems we are always striving to get the next customer… So much of our time and effort is spent towards new customers. As sales professionals we do many things to get the next customer or client. Our sales cycle could be hours, days, months, [...]

Posted in Client Retention, Follow Up, Follow Up Ideas, Increase Referrals, Relationship Marketing 3 Comments »

I had a few people who made the comment, “OK, I have thrown all the business cards away that were on my desk, now what do I do?” or “Now that all my cards are in the trash, where do I get more leads?” Another comment came from an associate of mine, “I did what [...]

Posted in Client Retention, Follow Up, Follow Up Ideas, Increase Referrals, Networking, Relationship Marketing 2 Comments »

Today I was sitting at my desk scouring the internet looking for the allusive driver for my laptop which I had just wiped and reloaded with Windows XP.  Between what seemed to be hundreds of downloads trying one driver after another I was frightened by a small stack of business cards which seemed to be accumulating [...]

Posted in Follow Up, Follow Up Ideas, Increase Referrals, Networking, Relationship Marketing 3 Comments »

Last week I spent a day making my fourth contact with people I met at a networking event the previous month. It was a great event filled with what seemed to be highly motivated professionals who truly wanted to grow their business and referrals. The strange thing is 90% of the people have yet to [...]

Posted in Client Retention, Follow Up, Follow Up Ideas, Increase Referrals, Networking, Relationship Marketing 4 Comments »