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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates

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11 STAYING IN TOUCH WITH PROSPECTS

KEEPING THE COURTSHIP ALIVE

With most businesses, when someone becomes interested in speaking, setting an appointment, or doing business with you is truly a matter of timing. For some of my largest clients, it’s taken three to five years to get the ball rolling on substantial business. I have a colleague whose motto is “I’ll prospect them until they buy or die!” Perhaps a little extreme, but we get the point. Most businesses need a model of staying in touch with prospects. When the prospect is a referral prospect and we have learned that he or she truly is a good match for us, it makes sense to keep the courtship alive—for at least a while.

And it is a courtship, kind of like dating. As in dating, you can’t ...

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