Bob Gallo

Author Archives: Bob Gallo

6 Ways To Follow-up Effectively … Without Annoying Prospects

In this week's Relationship Marketing Weekly, our feature article is:

“6 Ways To Effectively Follow Up… Without Annoying Prospects”

How would it feel if you got a daily reminder email from your better half asking if you still valued this relationship? Or a “just checking” call every other day? Annoyed, of course.

Let's face it, you can't be too pushy, especially in new relationships.

Understanding this while in the follow-up process, will help you strike the right balance with your prospects.

I hope you find value in these 6 tips. If you can think of other great tips, share them in the comments section below this article.

If you have any questions or needs a little help with your own follow-up strategy, feel free to connect up with me.

Let me know your thoughts about this weeks article.

Until next week.

To your success,

Bob Gallo

How To Build and Maintain Profitable Relationships

How-to-Build-and-Maintain-Profitable-RelationshipsBuilding and maintaining profitable relationships with your clients and prospects is essential to your success, no matter what business your are in. Your goal is to create clients who are totally sold on you and the services you provide, welcome the opportunity to refer others to you, and purchase additional products and services from you.

Here are 4 ideas that you can use to convert prospects into clients, retain long-term clients, and build an army of satisfied customers who look for ways to send business your way.

1. Market to your existing clients.

Your best prospect base is your current customers. Be sure that you have present your complete line of products an services to them. Not doing so is unfair to your and to your customers. Your current customers are most likely to buy from you again because they are already doing business with you. Devote most of your time, efforts, and resources to building deeper relationships with your current customers rather then focusing your resources on an unknown market.

TouchPoint Tip: The more satisfied your clients are with you, the more likely they are to want to share your services with their friends and associate.

2. Look For Ways to Reward Your Clients.

Look for opportunities to show your clients how much you appreciate having them as a customer.  Send a personalized greeting cards of appreciation for their loyalty and include a gift.  Send a gift that they can share with their friends and co-workers (brownies, popcorn, gift basket…).

3. Get to know your clients.

Ask questions about them and their interest and goals. Get to know about them, their family and what they want to accomplish in life.

TouchPoint Tip: Focus on sending personalized greeting cards based on their interests, while celebrating the important milestones in their lives. Your cards will be displayed as a testimony to the relationship you’ve built with them, and you’ll remain top of mind because you took the time to care about them.

4. Position yourself as a resource.

Look for ways to help your clients and prospects. Introduce them to others, send them referrals, build a relationship that shows you care and that you will be around long after the sale. Keep in touch, share resources, and remember to celebrate the important events in their life by sending a personalized greeting card: birthday, anniversary, life changing event, accomplishments, etc.

I hope you found this newsletter to be informative and helpful. I welcome your comments and suggestions. If I can help you in any way feel free to contact me.

Wishing you continued success,
Bob Gallo Blue Signature 96 DPI


3 Steps to Maximize Your Referral Marketing Radar

3 steps to maximize your referral marketingradarThis article introduces a three step Referral Marketing System that will help you increase your referral radar and build a network of referral partners who generate a continuous flow of new business.

While most business owners and sales professional know that qualified referrals make the best clients, they fail to follow a systematic approach to building relationships with a network of referral partners that generate a continuous flow of word-of-mouth business.

To start a great referral network, you'll need to be familiar with these three steps:

  1. Meet approximately four to six people who fit your networking criteria.
  2. Get together regularly and consistently add value to the relationship-give first!
  3. Train your partners-and get training-on how to provide each other's ideal referrals.

Step I: Find referral partners: Look for four to six referral partners in regular contact with people who would make good clients for you.

Touch-Point Tip: When choosing a referral partner, it is quality, not quantity, that you're after.  Establish guidelines for what you're looking for in a referral partner and what you have to contribute to the relationship.

Step II: Establish regular contact and consistently add value: In order to make your referral relationships work, you need to stay in touch, consistently provide value to each other, and become an information broker for your referral partners.

Step III: Give and get referrals: Once you have built a certain degree of trust with your allies, there are two key strategies you can use to maximize the number of referrals you give and receive from your referral partners.

First and most important is referral training. Teach your referral partners how to find business for you. Most business owners and sales professionals make the mistake of thinking that what they do is obvious and easy to talk about. But people think about themselves 95% of the time; other professionals need you to make what you offer simple and clear, so they can easily open the door for you to their contact sphere. But remember to be reciprocal-learn how to help your referral partners, too. Be sure you can make a clear and effective presentation of what they do.

Second, be a supportive resource for your referral partners.  If you are not able to send partner referrals, keep in contact, share articles of value, give an unexpected gift, share your knowledge and most importantly provide introductions to your contacts that can provide referrals.

By consistently following through on these three steps, you'll be on your way to building a strong referral network. Why not give it a try? It’s a fun and profitable way to market any business.

I hope you found this article to be informative and helpful. I welcome your comments and suggestions. If I can help you in any way feel free to contact me.

Creating Customer Loyalty: a Six-Step Model

Creating Customer LoyaltyMost business people think that just because a client likes them and is satisfied with their services, they must be doing a good job in building relationships. Actually, nothing could be further from the truth. The fact is there is a huge difference between having clients like you, and like you enough to put their reputation on the line by referring their friends and associates to you. This article introduces 6 steps that you can use to create customer loyalty and generate a stream of customer referrals.

You most likely know a number of real estate agents, all who are very good at what they do. Which one will you tell a friend about? I bet it's the one that you know is competent AND who has gone the extra mile to develop a strong relationship with you; the one who has never missed your birthday; who you've met for coffee a few times; who sent you a copy of the article about your favorite hobby; whose actions show they like and respect you — not as a potential sale, but as a person. In other words, a person who is, knowingly or unknowingly, practicing the art of building a relationship.

What follows is an example of a Client Relationship Building Plan for new clients. The goal is to take a client from just liking you and your services to being a loyal advocate who enthusiastically raves about you and your services. The actual tools, strategies and techniques used in each step are determined by the specific needs of your business or profession.

  1. Provide exceptional value. It starts with a commitment to serving your client — before, during and after each sale. It's about intentionally building trust. To build trust, you need to demonstrate character and competence.
  2. Build strong relationships. To do this you must have a system in place for continuously recognizing and appreciating the contribution your clients make to your success. Not only do you need to keep your name in front of your clients, you must show them by your actions that they are more than just a number on your profit and loss statement. This is the focal point of your Client Relationship Building Plan. Your goal is to acknowledge, appreciate and educate your new client's by connecting with them at least 6 to 8 times during the first 60 days.
  3. Educate new clients. Introduce them to the full spectrum of products and services that you provide and how they can benefit them, their friends and associates. You must keep the value that you bring into their lives constantly in front of them. This provides additional contact points and further shows that you care. You must also educate your clients to the fact that you are looking forward to helping their friends and associates. The education process has two parts:  1) showing that you’re there to help both as a service provider and as a friend, and 2) that you work by referral and will give their friends and associates the same high level of service that they have come to expect.
  4. Receive referrals. If you've done your job in educating your clients, you should be getting referrals from your new client. It goes without saying that every referral must receive excellent service.
  5. Acknowledge referrals immediately. We all want to be acknowledged for our efforts. Why would anyone send you another referral if they feel you don't appreciate their efforts?
  6. Repeat the cycle. Turn your new referral client into a loyal advocate. Add them to your Client Relationship Marketing System and repeat the cycle: provide exceptional value, build strong relationships, educate new clients, receive referrals, acknowledge referrals immediately, and repeat the cycle.

The above approach looks like a lot of work and it is, but it's much easier, more rewarding and less expensive than most other methods of attracting new clients. Plus, it is a great way to do business!

I am a firm believer in the Law of Attraction; that what we send out is what we get back. Send out thoughts of abundance and joy and attract abundant and joyful people. When the above six steps are implemented with the right attitude, you harness the full power of the Law of Attraction. And that’s when miracles happen, both personally and professionally.

I hope you found this article to be informative and helpful, if so please share it on your social networks and add your comments and suggestions below.

To your Continued Success,


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