Don't keep me a secret!

A good friend of mine, Eric Silverman recently introduced me to Bill Cates. I had read Bill’s book Don’t Keep Me A Secret several years ago so I was thrilled when Bill agreed to come on the podcast.

Bill has revolutionized the way sales professionals acquire ideal clients by adopting a proven process to generate personal introductions and communicate a more compelling value proposition. Bill is the author of three best-selling books: Get More Referrals Now, Don’t Keep Me a Secret, and Beyond Referrals. His newest book, Radical Relevance, is scheduled for release in late May or early June.

Bill is also somewhat of an adventurer. He has trekked through the Himalayas of Nepal and the Andes of Peru. He has lived on a houseboat in Kashmir, India, climbed Machu Pichu, reached the summit of Mt. Kilimanjaro, camped on the Arctic Circle… and he has toured the country as the drummer in a rock and roll band.

Things Bill And I Talked About

Bill’s first experience in sales was selling furnace filters for Cub Scouts. He learned the importance of:
- Getting referrals
- Effective sales contests
- Visualization
Bill’s belief in listening to audio programs
Why people don’t ask for referrals
- They have never been shown
- Sales manager was never taught so they don’t know how to teach it
- It is easier to keep doing what they are doing
- Psychologically people are afraid due to mistaken assumptions and self-limiting beliefs
Becoming referrable through outstanding service
Rory Vaden’s quote, “It’s hard to be nervous when your heart is in service.”
Many people disguise their no’s as a maybe
The difference between an introduction and a referral
- “Call Frank and tell him I gave you his name,” is no longer an effective method
- Electronic handshake is much stronger (usually done by email)
- Getting everyone together is stronger still
How soon can you ask for a referral? When value has been delivered and when value has been recognized
The importance of paying attention to people in your client’s sphere
You must have confidence when asking for introductions
Bring a list of possible clients to referral meeting
Have fun with it. “Who on this list would you avoid if you were me?”
How to separate yourself from the competition
- Go vertical
- Avoid shotgun approach to marketing
- Learn about your prospect before reaching out to them
- Bring innovative strategies to your clients and their business
- Use education to take your prospect off the market
Two Anthony Iannarino quotes:
- “Most customers are more comfortable with their problem than with your solution.”
- “It’s no longer good enough to have sales acumen. You must now also have business acumen.
Why he hires coaches and why you should too. It takes humility to get better!