Category Archives: Sales

9 Steps To Turn Prospects Into Clients: Build Your Advantage

Posted by:CLIFTON WARREN

The fundamentals of marketing services are the same as they have been since I became involved in the industry, 30 years ago. And I’m certain they will remain the same for the next 30 years, and beyond. To gain new clients, you must put yourself in front of new prospects and build strong, trusting relationships….

Referrals: Stop Waiting and Start Asking

Posted by:CLIFTON WARREN

Referrals are the fastest way to grow. There is no other marketing activity that is more effective than a pro- active referral process. Sadly though, many professionals miss this opportunity because they naively assume that their best clients will naturally refer them. You will never have as many referrals from your loyal clients as you…

10 Ways to Jumpstart Your Referral Process and Dramatically Grow Your Business

Posted by:CLIFTON WARREN

No marketing activity is more effective than a proactive referral process. Among top professionals, 80% of their new business comes from referrals. As a way to acquire new business, referrals are the least expensive, have the least risk, and provide the highest potential payoff. And there are additional benefits. You can avoid the ‘commodity trap’…

Pro Active Referral Marketing

Posted by:CLIFTON WARREN

The fundamentals of marketing and growing a business, getting in front of the right people, and building trusting relationships have not changed. Professionals and businesses who do this on a consistent basis are able to build a thriving business, regardless of the market conditions. Case Study After 9/11 the travel industry went into a downturn,…

Do You Have a First-Rate Marketing System? 

Posted by:CLIFTON WARREN

Organising your information is as important as the time you spend gaining an understanding of your market. Your market intelligence information is an important part of your firm’s equity. A first-rate marketing information system organizes your marketing and sales knowledge and becomes the central processing unit for all of your marketing activities. It helps you…

7 Tips for Getting More Meetings with Prospective Clients

Posted by:CLIFTON WARREN

Building a successful financial service business is not complicated, but then again, I won’t pretend that it’s easy. If it were, there would be a lot more top producing professionals.   In the 20 years I’ve been advising, coaching and training professionals I have identified the biggest challenge for many professionals: getting meetings with qualified…

Forget Playing the Numbers Game

Posted by:CLIFTON WARREN

Baseball is one of my favourite sports. Did you know that for a ball player to have an average season, they need a batting average between .250–.300?   This means that they only need to get a hit three out of every 10 times at bat. Anything greater than this is considered a good season….

Why You Should Ignore Your Competitors

Posted by:CLIFTON WARREN

  Picture an iceberg. It has only about 10 percent of its total mass above the water, while the other 90 percent is beneath the surface. However, that 90 percent is what the ocean currents act on, and what creates the iceberg behaviour at its tip.   Financial services selling can be viewed in a…

Six Ways To Stay on Top of Your Game

Posted by:CLIFTON WARREN

  I recently had the opportunity to see one of my all-time favorite groups, The Temptations, perform in Melbourne.   This group has gone through many personal changes over the past 50 years, yet has kept its amazing harmonies, outstanding choreography and stylish dress. The group’s founder, Otis Williams, is 75 years old, but his…

The 4 questions prospective clients are asking

Posted by:CLIFTON WARREN

When you meet prospective clients, or anyone else who does not personally know you and your firm, you can be sure they have four important questions on their mind: and you should be able to answer them. Who are you? What do you do? What value do you provide? With whom do you work? Who…

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