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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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15 TALKING ABOUT YOUR VALUE

TALKING ABOUT YOUR BUSINESS

One of the beauties of the referral process—particularly when you get introduced—is that many of your new prospects will already have a sense of your business and the value you provide.

How you talk about your business (your value proposition)—the words you use and the conviction behind those words—is a critical step in converting referral prospects into new clients. The questions you ask will help you tailor your remarks to your prospects. And learning how to articulate your value proposition is never a one-time process. This is something that demands constant tweaking and occasional overhaul.

This chapter gives you strategies and tactics to talk about your business (products or services) ...

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