Key's from this episode

How to set up a referral network and never cold call again!

To increase sales, know your personality style and how to determine your prospect's and client's as well

Special offer: A free coaching session with Patrick

Click to Tweet: HOW TO SELL HOW YOUR CUSTOMERS BUY See: http://www.dougmorneau.com/podcasts/12

Doug: Well, welcome back to another episode of Real Marketing Real Fast. Today I'm super excited to have a friend of mine to join us Patrick von Pander who is a master certified coach. He’s a husband, a son, a friend, a citizen, a great citizen in the community, a neighbor, an entrepreneur, a fitness nut if you follow him online you’ll see his many trips to the gym, a foodie, a sports enthusiast. We’re going to try to stay away from sports because I’m not sure what teams he cheers for, a movie lover and a music fan.

So Patrick is a master certified business and corporate coach and a life coach. He's been helping people for the last 15 years. He's also a professional speaker and a trainer. Most people know that it's important to have balance in life and they understand that the business balance with life is very important in individual thing. So I'm happy to welcome Patrick today who's going to walk us through a whole bunch of stuff that will help us be better entrepreneurs, business people and probably corporate citizens. So welcome today Patrick.

Patrick: Terrific. Thank you so much for inviting me on your podcast Doug. Very much appreciate it. I'm excited. I’m excited to be able to share some of what I know and have learned and helped people with your audience.

Doug: I’m happy we can catch up. I was thinking of you right away as we’re getting started thinking what great value you could bring to our listeners because I know a fair bit about your background and your program. So was there anything I missed in the introduction or anything that you’d like to add before we get started?

Patrick: We’re good to go.

Doug: Okay. So why don’t we just get start right off? Let’s get into business. So why don’t you share with us a major breakthrough or a major success that you’ve had helping your clients to grow their business?

Patrick: My background was in the corporate world. I spent a lot of time in the sales world, corporate sales especially business to business and one of the things that I found was a real breakthrough was how to be able to set up relationships that provide you with essentially a distribution channel to your market. If what you're offering is a service, rather than distributing products out, be able to create almost like that reverse distribution system where that referral network sends you not just onesies, twosies kinds of prequalified ideal referrals but that regular flow.

That's one of the things that I really focus on with business people that oftentimes they really underutilize. They underutilize the conscious approach to be able to set up that referral network that is active, is engaged and that really can take care of a lot of your inbound marketing with those prequalified prospects that could ideally benefit from what you have to offer.

Doug: That's a really cool idea. It's funny I mean to say that kind of tongue in cheek because I often will speak to business groups and say, “Would everyone agree here that it cost 10 times more to attract a new client than to keep an existing client?” Everyone says yes. Then I ask them the question, “So what percentage of your effort and budget is spent on maintaining your existing client relationships?” The answer is normally zero. So we spend all our money on new acquisition and not building a deeper relationship with someone who will stay with us for a long time and like you said will refer us, clients.

Patrick: Yeah.