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...]
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...]
Finding a Sales Team to manage at little or no cost
February 6, 2012 By Leave a Comment
Coordinating the efforts of others can help your business grow; in fact, that is what management is supposed to do. There is, however, a problem; you don’t have a sales team to manage. The following are a few thoughts on the subject. Consider hiring retired people that may have worked in the same field as yours. Don’t overlook retired folks from related fields or who have good marketing and sales experience in another field. Many of these people still have good connections, are … [Read more...]
The Importance of the “Introduction”
February 1, 2012 By Leave a Comment
As business owners we are in the people business and meeting new people is a major part of a successful marketing program. The most important and powerful part of meeting someone is your self introduction. Unfortunately, many of us waste that precious marketing moment. I once heard it said that our self-introduction is a verbal business card; it should be given the same “design” attention as any printed marketing piece. The following is a method I read about and suggest that you … [Read more...]
The Importance of the “Introduction”
February 1, 2012 By Leave a Comment
As business owners we are in the people business and meeting new people is a major part of a successful marketing program. The most important and powerful part of meeting someone is your self introduction. Unfortunately, many of us waste that precious marketing moment. I once heard it said that our self-introduction is a verbal business card; it should be given the same “design” attention as any printed marketing piece. The following is a method I read about and suggest that you … [Read more...]
Specific Strategic Alliances help grow a business
January 29, 2012 By Leave a Comment
In recent weeks we discussed the importance of networking. Anyone that can refer a client or is in a position to use your product or service is an important contact. We have discussed ways of meeting these contacts and also the best way to communicate with them. I strive to add as many such contacts to my e-mail contact list and encourage them to subscribe to my blog. There is, however, another group that deserves special attention. I call this group “Specific Strategic Alliances”. They … [Read more...]
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