Archives
Getting More Referrals From Your Best Clients
Referrals are the most powerful method for attracting new business. It’s also a less stress-full and more professional way to market and sell your services. Sadly, too many professionals miss out on this opportunity leaving potential new business on the table by not leverage their existing loyal clients. I’ve observed five reasons most professionals do…
Top Producer Podcast – Stealing Market Share From Your Competitor
Your competitors top clients should be on your prospect list. If you maintain a target list between 10-15 competitors accounts and are able to convert a couple of these a year – you will be produce superior growth. In this podcast I’ll show you how to do just that. Listen here
Building Exit Barriers to Protect Your Top Clients
Your top clients are your competitors top prospects. Think and plan long-term when managing your key accounts, by creating and executing a client focused process. In this podcast I discuss how to build exist rings around your top clients to make them theft proof from competitors and prevent them from wandering off looking at other…
100 percent Full-Time Clients
100 percent full-time clients is the most efficient way to maximise the value of your business. Full-time client’s means, you have 100 percent share of your clients wallet, you are their go to person. In this podcast I show you to how covert your top clients (top 20%) into 100% full-time. Click here to listen
Practice Makes Perfect
All top professionals practice. It’s the fastest way to improve any skill. Regularly practicing your sales skills in a safe environment will enable you to deliver in the moment when in front of a prospective client. In this podcast I share seven capabilities top professional continually practice to stay on top of their game. Click…
Developing a Winning Game Plan for Your Career
“The future is not some place we are going, but one we create. The paths are found , but made, and the activity of making them changes both the maker and destination.” John Shaar One of the hallmarks of a top professional is their ability to steer the direction of their career by creating a…
Positioning: Are You Top of Mind?
Mindshare is the level of awareness of you and your firm in the mind of a prospective client. It’s important you build mindshare in your chosen markets so that your firm is top of mind when a prospective client is ready to take action. In their classic marketing book Positioning: The Battle for Your Mind,…
Proactively Managing Your Sales Pipeline
Your sales pipeline represents the future of your business. In this podcast I cover: 7 steps of the sales process Keeping your pipeline flowing with new business Quality vs quantity Options for maintaining your pipeline Click here to listen
Top Producer Podcast – Cross Selling
Cross-selling is one of the most talked about and often poorly executed strategies. Every leader that I speak with, admits they can and should become better at cross-selling. During this episode I’ll provide techniques to help you: Generate organic growth Improve retention Produce high quality referrals Click here to listen to podcast
Top Producer Podcast Episode 5: The Five Key Relationships You Must Manage
You are in the people business business. These people are your prospects, clients, influencers, strategic partners and employees. Click here to learn how to proactively manage and profit from these relationships.
