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                GROWTH. TRANSFER. LEGACY

XPX MEMBER TIPS

  • April 15, 2019 9:01 AM | Mary Adams (Administrator)


    Did you know that you can share your video stories with our XPX community? 

    We already have some great stories on the site including: 

    Want to get your own story on our site?

    If you have your own video, all you have to do is send it to our Chapter Admin, Angie Ellis, and she'll load it on our site. 

    If you don't have a video yet, no problem! We will help you record one using our Zoom video account. For this, just contact Mary Adams 

  • March 18, 2019 2:52 PM | Mary Adams (Administrator)


    Did you know that you can access a full history of the events you have attended at XPX? 

    All you have to do is:

    • Log into your profile
    • Click on your name
    • Select View My Profile (see instructions here).
    • Click on the Events tab to see your event registrations
    While there you can check payment status and print a receipt!


    READ MORE MEMBER TIPS!


  • February 14, 2019 2:11 PM | Mary Adams (Administrator)

    It's easy to find and contact other XPX members!


    You can find other members several ways:

    • Visit the Advisor Directory includes members from across our network
    • Check out the Member Directories for each Chapter and search by name, profession, industry expertise
    • Type a name or topic in the search box on the top right hand corner of every page on our site

    Once you find them, you can view their pubic contact info or, if you are an XPX member, you can click to send an email message to them directly from our website. See this quick video to see how!


  • January 15, 2019 11:08 AM | Mary Adams (Administrator)

    Did you know that there is a whole section on our website to help XPX Members get the most out of their membership? 


    All you have to do is click on the Help tab and you'll find posts and videos that help you with practical issues like adjusting your privacy settingsre-setting your password or finding an invoice

    You'll also find explanations of how you can raise your visibility in our network by posting your own content and/or sharing content produced by others

    There's also a helpful reminder that you can message other members directly from their profiles on our website--an handy trick for those times when you meet someone but don't get their card. 

    These resources are always there for you in the Help Section of our website.

    Not finding the help you need or want to suggest another topic? Please contact us

  • July 26, 2016 4:55 PM | Mary Adams (Administrator)

    Guest Blog Post by Lee Frederiksen, CEO of Hinge Marketing

    Featuring the results of a joint XPX - Hinge Study


    For many professional services firms, referrals are a key source of leads and new business. In Professional Services Marketing Priorities, a study that my firm, Hinge, recently conducted in collaboration with several organizations, more than half of respondents indicated that generating more referrals was their number one planned marketing initiative.

    Clearly, referrals are a big deal.

    Unfortunately, referrals can be limited by a range of factors: the number of clients you have, how many appropriate contacts they have, the quality of your firm’s reputation, and your level of visibility in the marketplace. To make matters worse, getting those referrals is only half the battle. Our study revealed that more than half of those referred prospects didn’t even bother to talk to the service provider. Ouch.


    Just Released: Referral Marketing Study

    To dig a little deeper into the referral dilemma, we conducted a referral marketing sub-study with the Exit Planning Exchange (XPX). We surveyed 262 professionals, of whom almost 69 percent were senior executives or partners in their organizations (see figure below). These are the people who usually make referrals.


    In this sub-study report, we uncovered some surprising insights into what factors influence referrals in the real world. Here’s what we found:

     

    1. Visible expertise is the major factor in referrals.

    The Internet has fundamentally changed how business professionals research service providers, providing quick and easy access to information about products, services, and people. Individuals who publically demonstrate expertise in a field or niche have a distinct advantage over others who have little or no visibility. We call these individuals Visible Experts®. In fact, our study revealed that visible expertise accounted for 27.4 percent of new referrals. How do you become a Visible Expert? The most common way is to write and speak extensively on topics that are relevant to your target audience—topics that address their business challenges and demonstrate your expertise.

     

    2. Relationships are important.

    Nurturing relationships as a referral source may be old school, but it’s still important. So important, in fact, that it drives 21.8 percent of referrals. Many of these referrals are triggered by intersecting social and professional relationships — think business and golfing buddies. However, purely social relationships are far less meaningful for referrals when there’s no visible expertise to add value.

     

    3. Quid pro quo goes a long way.

    Referring someone else is a great way to get a referral in return. Our research revealed that the top 20 percent of referral-makers had given an average of 20 referrals and received 24.7. It’s still true: givers gain.

     

    4. Stop asking.

    Asking for referrals is an old piece of advice that has been around for years. But our study shows that it simply doesn’t help generate referrals. Ditto for attending or sponsoring events. They may increase brand awareness slightly and even open some doors, but they don’t drive referrals.

     

    5. Reputation is everything.

    Reputation can be broken down into two parts — general (you’re a good accountant or you’re a nice person) and specific expertise (you’re a top-notch discrete manufacturing accountant). It’s the specific expertise reputation that is a significant referral-driver — it produces 60 percent more actual referrals.   

     

    In our research with XPX, we discovered that the most successful firms follow four key guidelines:

    • They make their specific expertise clearly visible, regardless of the referral source. They achieve visibility by publishing educational content, speaking at conferences, and showcasing successful projects.
    • They maintain a high-quality website that features high-value, educational content. Research has shown that prospects often rule out potential service providers if their websites are poorly designed, outdated, or ineffective at communicating their firms’ expertise. When a website contains a wealth of free, educational content people can sample a firm’s expertise before buying.
    • They develop and maintain good social relationships with other professionals. Highly successful firms cultivate strong social ties with contacts who also value their expertise, making it more likely that the firm will be recommended to others. However, as noted above, friendships alone are much less valuable and effective for referrals.
    • They make lots of referrals because reciprocity pays. The average study participant received only 9 referrals in the past 6 months while the top 20 percent of referral makers received over 24.

    Become a Visible Expert®

    If one of your marketing goals this year is to increase your leads from referrals, the most important thing to do is increase your visibility. That means more speaking at conferences, seminars, and other events, as well as writing frequently on subjects that interest your target audience. As your visibility increases, prospects will start to recognize the experts in your firm, seek you out when they have a need, and refer your firm to others.


    Here are the results of the joint

    XPX - Hinge Referral Marketing Study

     


    To learn more about the “must-haves” for a successful referral strategy and becoming a Visible Expert, download Hinge’s free Rethinking Referral Marketing Guide

     

  • February 23, 2016 10:16 AM | Mary Adams (Administrator)

    XPX Global has just released its Annual Report for 2015. It includes an overview of where we are today and our goals for the future. 

    2015 accomplishments include:

    • Wild Apricot conversion
    • New website
    • Launch of XPX Maryland
    • Updated contracts
    • Manual
    • HInge study

    Goals for 2016 include:

    • New chapter growth
    • Social and thought leader outreach
    • Scalable programming model
    • Explore video development

    For more details, download the complete Annual Report.

  • December 21, 2015 1:26 PM | Mary Adams (Administrator)

    As an open network, XPX believes in the power of our members. We don’t try to promulgate a single point of view or approach. We see our role are providing a place where owners of privately-held businesses and their advisors can meet, get to know each other and learn from each other.

    One of the best ways to get known for your expertise is to share your writings in the XPX-KX, our Knowledge Exchange. In our new website, we’ve created four key topic forums where you can share your expertise:

    It’s very simple to post content. Make sure you’re logged into the website, go to the appropriate section of the Knowledge Exchange and click Create Topic. Be sure to provide a link back to your own website so people can get to know you better.

    We’re happy to help you get started with this. Just Contact Us for more information.

  • December 01, 2015 10:12 AM | Mary Adams (Administrator)
    The XPX Marketplace is an open resource available to advisors and owners. There are three different directories in the Marketplace:
    1. Advisors – Drawn from XPX members across all our chapters
    2. Sponsors – Includes premium sponsors to XPX Chapters
    3. Tools – Features certification, training and tool companies that support the private company market.

    We are especially excited about the search capabilities in the Advisor Marketplace.


    You can quickly find the right advisor through a simple Keyword Search, an Advanced Search or the Quick Filter (seen above) to find Advisors by:

    • Chapter – Including all six chapters
    • Profession – Including twelve different professions
    • Functional Expertise – Including over 70 specific areas of expertise
    • Client Industry -  Including 20 industry categories

    Take a quick look at the Quick Filter and you’ll get an idea of the diversity of private company advisors who join XPX. These directories can make it easy for business owners and their advisors to zero in on the perfect expert to support the growth and transition of business value as well the life and legacy of the business owner.

    Are you an XPX Member? Make sure you optimize your profile on the site by logging into our site, clicking on your name in the upper right hand corner and then “view my profile.” Need help? Check out our the Help section of our website or Contact Us.

    Not an XPX Member yet? Take advantage of these great opportunities to be featured as an expert in the private company market—join now!

  • October 26, 2015 4:35 PM | XPX Content (Administrator)

    XPX is the only open advisor network in the private company/business value transfer market. This means that we do not advocate a single approach or vendor. Instead, we endeavor to be a place where all advisors, owners and vendors can interact and collaborate.

    We walk our talk with our New Website where we feature:

    • Marketplaces – Where you can search for Advisors, Sponsors and Tool Providers, all with diverse areas of expertise in the private company market
    • Knowledge Exchange Where our Members and Sponsors share their expertise with our full community
    • Chapters – Full websites for each of the XPX Chapters. We now have six chapters and we’re still growing!

    This is actually the third generation of our web presence. XPX has been around for close to a decade and with each new version of our site, we lead the market in in creating more and more opportunities for our members to raise their on-line presence through robust profiles, content sharing and searchable directories.

    If you’re a member, be sure to check out the Help Section for any questions about how to take advantage of this great opportunity and optimize your on-line presence.  If you’re not a member, Join Now to raise your profile on line!

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