Once you have mentioned your referral source be ready to jump right into your presentation. Do not make the mistake of thinking all you have to do is name drop in order to close the sale. Be professional and don't get lured into a personal conversation about "Jim" - and never get drawn into saying anything negative or derogatory about "Jim" or anyone else. Let your potential client see why "Jim" was so impressed with you and your services that he felt compelled to refer you.
Are you ready to Dazzle Your Clients and blow the doors off of your competition? Believe it or not, it really can be easy to attract more clients. It doesn't take a huge amount of effort either; it is as simple as following a strategically designed formula using a really clean process with easy to manage steps.
Biz Tip of the Day: Talk About Referrals Right Away:
Biz Tip of the Day: Talk About Referrals Right Away...the absolute best way to keep a prospect listening is to mention the name of a friend or respected colleague. After your brief introduction make certain that you state the person's name, for example: "Jim Simons suggested I call you.”
Once you have mentioned your referral source be ready to jump right into your presentation. Do not make the mistake of thinking all you have to do is name drop in order to close the sale. Be professional and don't get lured into a personal conversation about "Jim" - and never get drawn into saying anything negative or derogatory about "Jim" or anyone else. Let your potential client see why "Jim" was so impressed with you and your services that he felt compelled to refer you.
Once you have mentioned your referral source be ready to jump right into your presentation. Do not make the mistake of thinking all you have to do is name drop in order to close the sale. Be professional and don't get lured into a personal conversation about "Jim" - and never get drawn into saying anything negative or derogatory about "Jim" or anyone else. Let your potential client see why "Jim" was so impressed with you and your services that he felt compelled to refer you.
Biz Tip of the Day: Let Them Know You're Up to Snuff
Biz Tip of the Day: Let Them Know You're Up to Snuff during your meeting or phone call. Clients like to know you are prepared to meet with them and are ready to offer them solutions / services. They expect you to dazzle them with a list of benefits and results they can expect from you. Clients also want to know if you are able to resolve any problems they may be facing.
Research your client's business needs. Mention other similar people you've helped in their situation. Say something like:
“I was reading your website and noticed that you are looking for …”
“While working with other medical supply companies, I know they often struggle with ...”
"Our program will help to resolve your issue with..."
Make sure you address the benefits and results your potential client can expect by working with you.
Research your client's business needs. Mention other similar people you've helped in their situation. Say something like:
“I was reading your website and noticed that you are looking for …”
“While working with other medical supply companies, I know they often struggle with ...”
"Our program will help to resolve your issue with..."
Make sure you address the benefits and results your potential client can expect by working with you.
Biz Tip of the Day: Be Up Front With Business:
Biz Tip of the Day: Be Up Front With Business: Clients and Prospective Clients have had it with phony friendliness. You want to be cordial and professional in person, and on the phone. Here is a good example for the phone:
“Jack, this is Amy Jones at 212.555.5555. Please call and let me know when I can share some ideas I have to help solve some of your marketing problems."
Another good example is:
"Hi Jack, this is Amy Jones at 212-555-5555. I was reading a new study in the WSJ today revealing the amount of time employees are wasting surfing the Internet while at work. It reminded me of you. When we last spoke, you mentioned this was a major issue for you. Please call me to discuss how we can solve this problem for you. Once again, my number is 212-555-5555."
When leaving a voice-mail, you need to remember that your title and even the name of your company are irrelevant.
“Jack, this is Amy Jones at 212.555.5555. Please call and let me know when I can share some ideas I have to help solve some of your marketing problems."
Another good example is:
"Hi Jack, this is Amy Jones at 212-555-5555. I was reading a new study in the WSJ today revealing the amount of time employees are wasting surfing the Internet while at work. It reminded me of you. When we last spoke, you mentioned this was a major issue for you. Please call me to discuss how we can solve this problem for you. Once again, my number is 212-555-5555."
When leaving a voice-mail, you need to remember that your title and even the name of your company are irrelevant.
Biz Tip of The Day: Use a Script as a Foundation
Biz Tip of the Day: Use a Script as a Foundation: When leaving voice messages, you should use an outline for your message; otherwise you may wind up rambling on-and-on. This virtually guarantees your message will be deleted. It also makes a subliminal impression on your prospect that your messages should be disregarded and deleted.
You have 30 seconds - max- on a voice mail. Every word counts; s make sure you get it right. If your message gets deleted, then you have blown your opportunity to establish a good business relationship.
You have 30 seconds - max- on a voice mail. Every word counts; s make sure you get it right. If your message gets deleted, then you have blown your opportunity to establish a good business relationship.
Biz Tip of the Day: Give Your Clients Something New
Biz Tip of the Day: Give Your Clients Something New: Zero in on their particular business with tempting ideas, fresh perspectives, or problem solving information to help eliminate their problems or achieve their ideals, such as:
“I've come up with an idea that will increase your sales..."
“According to a survey we recently conducted of entrepreneurs, we are aware of your primary concerns in today's business environment."
By addressing your clients primary needs, you increase your value to clients. It is a great way to build long term business relationships.
“I've come up with an idea that will increase your sales..."
“According to a survey we recently conducted of entrepreneurs, we are aware of your primary concerns in today's business environment."
By addressing your clients primary needs, you increase your value to clients. It is a great way to build long term business relationships.
Biz Tip of the Day: Propose Strong Value for Clients
Biz Tip of the Day: Propose Strong Value for Clients. Prospective clients are interested in what you can do for them. Demonstrate what results you can deliver, rather than talking directly about your service or product. Use terminology such as, “We help customers to increase their client base, and increase their sales within a short time.”
Biz Tip of the Day: Eliminate Any Self-Serving Verbiage
Biz Tip of the Day: Eliminate Any self-serving verbiage. As much as you might like to talk about your state-of-the art systems, unique methods and passion for excellence, it turns your prospects off. Get rid of all self-promoting fluff and technical talk. Instead, discuss the results they can expect by working with you. Clients and potential clients are more interested in benefits and results; very few of them care about the mechanics.
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