Tag: Expert

Are YOU Chasing Clients Away?

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Many self employed or those with a commission component in their salary are – perhaps unconsciously – chasing clients away. Are you one? You’ll know when you’ve read this article.

Some discourage clients by describing the benefits of working together in ways that make it sound like any benefits gained might be accidental! It’s true that results might vary from client to client, but don’t make the fact that you can’t guarantee the best results for every client the focus of your presentation.

Describe the best possible result, and then do your best to deliver. Let them know from the start that the client has responsibilities as well, and the better they perform them the better their results will be. You are an expert at what you do, and that means the bulk of the variation is in the client’s hands.

A lot of clients want to find out the price before discussing more than the briefest of details. When asked at this early point many coaches and sales people mumble and often deflect the conversation away from talking about money. The fact is: your client just asked you a question, and they must get a good answer or the game may well be over.

If you already know enough to give them a good quote then do so, with confident tone and posture. If you don’t yet know which of your services is most applicable then just say so: “I’d like to be able to tell you right now what the price would be, but I’m not yet sure which of our services would best suit you. May I ask for some details that will help us both find the right solution?”

You then perform your normal fact-finding to determine what they need, and then confirm the value of the solution, and then give them your quote.

Do you give others the opportunity to tell you about what they need? Meeting people at networking events, for example, is often mishandled. Unless the client leads the conversation this is not where you sell. It is where you establish a good connection, and permission to make contact from time to time.

You then make contact within 24 hours. Thank them for their time, and reinforce how interested you were in what they said and did, and in their business. Then ask them if they understood your services, and what you have to offer, and if they say “No” then offer to meet them to more fully explain. If they say “Yes” then offer to meet them to discuss how you may be able to help people they know.

Talking about helping others is less confronting than asking for a sales meeting, and the important thing is to make contact and arrange another one-on-one conversation. This is the time when you really start building your reputation, and good reputations lead to great sales.

Have you recognised any of your habits here? Or perhaps some of your employees? Well, now is your chance to change that, starting right now. (And we’d appreciate some feedback about what you changed and the effect that had)

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The Power of a Good Idea

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One of the most valuable items in your business is a good idea. In fact it was a good idea, coupled with the right people, at the right time, with the right know-how that created the business in the first place.idea-lightbulb

If you look around the most successful businesses are those that continually update their product line, and continually remain up to date with their communication and delivery.

So how do you harness the power of good ideas? What needs to be done to maintain a constant stream of ideas to ensure that at least some of them will be good ones? Like everything else – many hands make light work!

There are three basic sources: one is of course you, the expert. Allow your creativity full reign and be prepared to be surprised at the good ideas you come up with.

Another good source of ideas is other industries. What is happening in other industries that you can ‘import’ into yours? Could you use the communications capability of say Facebook? Or maybe the logistics capability of UPS? Maybe the sales motivation of an MLM company?

You may not be able to recreate the whole capability of the other industry, but maybe you can use some part of that capability? For example – establish an online presence for your company. There are many sites that encourage businesses to set up a profile, and to use that as part of their marketing efforts. Many of them are free, though as always you probably get what you pay for.

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Maybe you can use the capability of modern phones to improve your logistics? Maybe you can use an intranet to record sales and report current commissions and rewards, and in so doing encourage your sales staff?

I’m going to assume that you are the owner or manager of a business or department, and if that’s true then you are surrounded by experts who can give you many new ideas on how to improve the business. You call them ‘staff’ or ‘employees’ and I say ‘partners’.

By doing the job every day they know the problems that are currently being experienced, and most of the time they know what would solve the problem too. All you have to do is ask them – and reward the good ideas.

For example: let us say that you offer 10% of the financial difference made in the first year by any ideas that are implemented. If the idea saves $1,000 a year, the person who suggested it receives $100. If the idea saves $10,000 then they receive $1,000.

If you only had one idea to generate a 10% increase in  your profit line then  how would you implement it? Add a comment with your ideas or questions and we’ll make sure you get the credit for it!

So there you have it – the power of a good idea and where to find them.  I look forward to replying to your comments and connecting with you.

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