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One of the things I learnt early on in my business was that it would take a couple of years to decide whom we like to work with and whom we should avoid working with like the plague!
On my masterclasses I ask people about their clients from hell and most have had at least one. [...]

Referrals are much easier to win than any other form of lead. There is nothing better than a recommendation from a satisfied existing client. You can educate clients to provide referrals. The best time is when you have just won a sale, especially if the lead is through a referral. For example.

‘Our business is built on referrals and that is how we manage to keep our costs down. Once we have finished the project and you are happy then I will ask you for a testimonial and a couple of people you know who might also benefit from …….. I hope that’s OK with you….’

As long as they do not say no then you have their permission to ask them for a testimonial and referrals at the appropriate point. Remember to follow up though as they will be expecting it.

Did you ever wonder what the consequences of seemingly everyday actions can have in years to come? You know, like saying hello to a stranger, making a cold call, or attending a networking event?
I can remember once reading

I can remember last year trekking at high altitude in Peru. There was a group of us who went trekking in the Sacred Valley. The air was thin and we were not able to walk very fast. It seemed like we were walking at a snail’s pace and yet when we occasionally looked back at [...]