2.Know how to 'ask' for referrals. Nothing evokes more fear in professionals than thought of sitting down with a client and “asking them" for referrals. So don’t! That's right—don't ask for referrals. Focus on earning personal introductions from clients. The key is that you must test and confirm with every client that they are finding value in you and your work. Use a monthly meeting, lunch, or quarterly review to touch base. I ask one simple, very powerful question: “Mrs. Client, tell me: How am I doing in my relationship with you?” The answer allows referral door to swing wide open—or temporarily close tight. Either way, you've got a much better read on relationship.

3.Practice with your C-level clients, and then move up. Practice on relationships where stakes aren’t so high. Take some of pressure off yourself by building self-confidence and enthusiasm—and seeing results—with B-level and C-level clients. It's highly unlikely that you would ever offend someone who has confirmed your value. But, if you do upset someone, let it be a C-level client that wouldn't be irreplaceable if they should take their business elsewhere.

4.Give clients a reason to share you with others. I believe in 80/20 Rule when it comes to client referrals. It says that 80 percent of your clients utilize only about 20 percent of services you have to offer. One way to counter this is by bundling current services as "value-added" extras—this shows appreciation for your current client relationship while simultaneously giving your clients more reason to suggest your services to others. Remember, you want to introduce subject of referrals with your clients without adversely affecting relationship at all. You want to get near their damage verge, but you must never cross it. It's like stepping near thin ice—without ever falling through. Stay in area where relationship provides enough support for what you're saying—and don't overload it.

Use these websites to gather info on your prospect that you will use in your proposals.

http://www.Whois.ws

http://www.Alexa.com

...Because offer is not very targeted. This is a major mistake. If deal is not very targeted, it will flop. Most people know this, and will avoid you if your offer isn’t a tight fit.

...Because proposal is long-winded. Be as short and concise as possible, without letting key information out that would permit your prospect to make an educated decision.

…Because offer isn’t interesting enough for potential partner. If people are used to splitting profits 50 / 50, why not offer more? (A lot of endorsers won’t even bother reading your proposal if you don’t offer them at least 60%). If you can afford it (and you can, if you have back-end products to sell right after to new clients you’ll be getting) give them almost all, if not all of profits.

That will increase chances of them saying yes and you’ll be making a nice profit afterwards. Whatever profits you will make will be a lot more than if you didn’t get deal happening... and it may be beginning of a very profitable long-term relationship.

Or give them 100% of profits for first X products they sell. If you are product owner, are you willing to give a special rebate to list owner’s clients? Can you give extra bonuses to them and them only? What else could you do to spice up offer or make it exclusive?

…Because proposal is poorly written. Be sure to write your proposal carefully and to proofread it several times before firing it off. An excellent way to find mistakes in whatever you write is to read it out loud. Have someone else proofread it.

Don’t just slap something together. Your prospects will avoid working with people who can’t even spell well, let alone string a sentence together.

These were just a small handful of my tips. If you want to learn more, please visit my website. The URL is in resource box below.

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Gabriel Howes is a Joint Venture expert. If you want to quickly change your marketing life (and sales) forever, visit http://www.ultimatejv.com/ now to learn how to set up very profitable JVs.

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Copyright © 2005 Gabriel Howes All Rights Reserved