Archives
Getting Close to Your Existing Clients
The more you know your client the more options you have for adding value and cross selling. During this podcast episode I provide techniques and examples for sharing your personal insights and observations to help your client to pinpoint their future hot-button needs that you can solve with your offering. Listin here
How to Build A Dynamic Prospecting List
Who are you going to call? To get more meetings with prospective clients you need a prospects – individual names prospective clients on hand that you can contact by phone or email to obtain a meeting. A well prepared list will save you time and make your prospecting more efficient and enjoyable. In this podcast…
Becoming a Proactive Prospector
Prospecting can become your biggest headache or greatest opportunity to drive growth. In this podcast I share five techniques that can be implemented in just 15 minutes per day to keep your sales pipeline flowing with new business opportunities. Click here to listen
How well organized is your client’s information?
Anyone who does not yet get along with people doesn’t belong in this business because that’s all we got around here – Lee Iacocca It’s critical that you really get to know your clients. A well-organised marketing information system takes the guesswork out of marketing and efficiently leverages your time. It also provides you with…
Planning For Growth: A Matter Of Strategy
Do you find it a challenge to convert your revenue growth plans into reality? Well, you’re not alone. I regularly encounter leaders and firms who set ambitious growth goals when the market is booming but when the market shifts, these plans are quickly abandoned. Why do so many firms struggle to convert their growth strategy…
Podcast
Stop selling products and instead start partnering with your clients by becoming concept focused. Professionals who are concept focused outsell, have stronger retention and earn more than those who focused on selling products. Click here to listen to podcast
Podcast
Top performers take responsibility for their own continuing education and professional development. In this podcast I share how you can do that and take charge of your career. Click here to listen
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…
