There is no short cut to building trust. It’s requires work to build the necessary skills. The following suggestions present a process that will help you achieve the necessary trust with your clients. Getting new clients Ask for referrals Make your follow-up calls engaging Practice your telephone technique so that a face to face meeting results. Have a set client interview process; tell your compelling story and stress the benefits. Ask the right questions Learn the “art … [Read more...]
Happy St. Valentine’s Day
February 14, 2012 By Leave a Comment
Today is a special day; love is in the air. Flowers, candy and “special” gifts are bought for our loved ones. There is a sense of excitement as gifts are purchased, given and received. For most of us expressing love for our family and friends is a daily occurrence. Valentine’s Day just emphasizes love a little more. Today you let the whole world know that you have a love in your life. I want to remind you about someone else; someone that deserves some praise, love and gratitude. Someone … [Read more...]
4 Points a Day….A Marketing Record Keeping System
February 12, 2012 By Leave a Comment
Marketing is a very complex part of business ownership. There are hundreds of ways to market your products and services. The following point system is a simple record keeping system to help you keep track of your efforts. I was introduced to this record keeping system by a friend about 10 years ago. I adopted it and share it with clients because it gives them a measuring stick with which to gage the effectiveness of their marketing. This system is ideally suited for the small business … [Read more...]
Business Buyers Want your Products & Services
February 7, 2012 By Leave a Comment
Business buyers are different than “consumers”. They want to and need to buy products and services that help them increase their bottom line, solve problems, become more competitive, make management easier, and, in general, improve their overall business position. When selling to a business owner you will find a more informed buyer. Their “hot buttons” include: gaining their trust, establishing credibility, and proving that you have an understanding of their business needs. A … [Read more...]
Business Crisis…. Are you ready?
February 5, 2012 By Leave a Comment
Running a business is not always “roses”. Bad things can happen when you least expect them. Optimism is good, but anticipating a possible crisis is better. What can happen? A fire or flood; losing your biggest account; losing a key employee or getting sick; a lawsuit, or having a family emergency. No, I don’t recommend that you live in fear, but I do recommend that you do some forward thinking and plan for the unexpected. Just as I recommend that all business owners complete … [Read more...]
Value-added service…necessary for growth and survival
February 2, 2012 By Leave a Comment
In today’s economy the consumer is more value-conscious. In addition to the specific benefits of the product or service, the consumer is looking for value-added services from the relationship. A definition for value-added service is:” the enhancement added to a product or service by the company before the product is offered to the consumer”. When I mentioned the term “value-added” to several businesses their definition was “things they can add to a service or product to … [Read more...]
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