It's so hard to get through all the noise and all the messaging these days. The average person gets at least 3000 marketing messages a day;  it comes at us from a lot of different directions.  So how do you cut through all of that?  The title of Bill's newest book is Radical Relevance: Sharpen Your Marketing Message and Cut Through the Noise. It's about getting people's attention, in a very cluttered market. To attract the right people, you must have the right market, and attract the right market with the right message, to the right person at the right time. To create a 100% referral-based or introductions-based business, there are the three main things to consider: Engagement, Leverage, Connection:    Create engagement early on in the relationship;    Use that leverage to ask for referrals; and    Get connected; ask for the referral. One of the most important things is something Bill  calls a Value Discussion or a Value Check-in.  Check in often with clients or customers for genuine feedback.  What are we doing right?  What needs to change?  Resolve problems quickly. The most valuable part or aspect of sales and marketing is the concept of empathy. We understand their situation. We have an appreciation for their situation.  We offer solutions.  We become the trusted go-to guy. https://referralcoach.com/  https://referralcoach.com/radical-relevance/ https://www.linkedin.com/in/billcates/    

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