Fred Co Sales Prospecting

A Key to More Sales - DON'T Answer Your Phone!

2010-04-01T04:14:00.000-07:00

Have you ever been caught off guard when answering your phone?

Even with Caller ID, I’ve immediately answered calls I should have let go to voice mail.
And, seriously, these were not calls from creditors or irate customers.

They were usually calls from prospects, clients, friends and family that caught me unprepared, without notes and calendar at hand. More likely than not, my concentration was on something completely unrelated to what was on the caller’s mind.

Even though prospects and clients were often trying to contact me for my benefit; more business, a referral, new client, etc. I felt like I was not in complete control of the situation. I often didn’t have needed information at hand. More than once, I know I sounded like an idiot. Make that a complete idiot.

The answer, as pointed out by Bob Marx in my sales class, is to let every call, unless family or someone I’ve asked to call me, go to voicemail. That doesn’t mean I won’t listen to the message right away and get back sooner, if necessary, rather than later. It does mean that I will be thoroughly prepared and focused when I call them.

The difference can be huge! I initiate the return call, and am prepared with all available information at hand, and completely focused on the prospect, client, etc. I’ve made time to collect my thoughts for the upcoming call. This gives me the best opportunity to communicate with them and give the facts, answers, or advice they were seeking.

When I contact them, (assuming they haven’t read this article!), the first thing I say is, “Sorry I missed your call. I got your message. Is this a good time to talk, or should we schedule this call for a future time and date?” This verbiage shows respect, and leaves the decision whether to talk now, or book it for later, up to the person who originally called. I don’t like being unprepared, and don’t want to catch them off guard either. This is why I put the ‘schedule for later’ option on the table. If we’re both prepared, mentally and with facts at hand, the call will produce results. That’s each party’s goal - correct?

I sometimes return calls before they expect me to, and this can have value. For instance, if the message is, “Please call before the close of business today,” and I call in two hours, I am showing (1) I listened to their request (2) I thought it important enough not to wait till the end of the day. Returning calls shows respect. Not returning calls, in my opinion, shows indifference and disrespect.

One side benefit not answering calls is the perception - I’m a busy person! Alway taking a call or returning them immediately gives the impression I’m sitting at my desk, or in my car, waiting for the next ringtone to occur. People like to deal with successful people and successful people are not usually available on a moment’s notice.

There’s another important reason not to answer all calls as soon as they come in. They interrupt, and distract from the work at hand. We can only focus on one task at a time. The ability to multi-task is a delusion. When trying to do more than one thing at a time, we actually do poorer on all tasks. Stopping to take a phone call takes a person off task. When the phone call is completed, there’s time lost on the original mission because of time spent on the call. We also don’t immediately switch gears and return to the first thing we were doing before the phone call interrupted us. We need to regroup and refocus our thoughts. This isn’t done immediately. Our concentration has been interrupted, and time is lost refocusing. Sometimes, this can be crucial. If that phone call is answered in the middle of a high concentration task, the negative impact is multiplied. It might be best to put a phone on ‘silent mode’ during these period. This will negate the temptation to look at the Caller ID every time a call comes in. (Accident statistics for driving and talking on a cell phone reinforce this fact. Please don’t drive and use your mobile.)

The bottom line is this: Return all phone calls. Return the calls that have possible high value, and those that probably don’t. Triage them by value when deciding who to call first. The ones you know are low value will probably keep calling, so they should be dispensed of properly - by returning the call.

One more suggestion before I end this commentary: Apply the same rules of not answering your phone to responding to emails and text messages. The same benefits of this work recommendation apply.

If you want to discuss this concept, give me a call. But, don’t expect me to answer!

I can be reached at: 314-517-8772 or fredmiller@mac.com

Let Email Marketing Reach Out To Prospects & Clients

2010-01-04T07:27:00.000-08:00

Why Email Marketing?

As we all know, email has dramatically changed our daily communications with friends, family and businesses associates.

Email Marketing has done the same for businesses who want to communicate information to people who have given their permission and to clients.

With many businesses, one goal is to be 'top of mind' when prospects and clients have problems the business can remedy.

Periodic 'touches' by direct mail, phone calls, and email are all part of the process.

Email Marketing's particular advantages include the following:

Affordable - It's a great return for the investment.
Effective - Turns prospects into customers and customers into loyal clients.
Immediate - It generates an instant response.
Measurable - See who is opening your emails and what links they click on and what date and time the do it.
Easy - Professional services provide templates and step-by-step instructions that make professional results possible without lots of work.
Flexible - Use it to announce new products and services, new blog posting, drive traffic to your website.

It's suggested to use a Professional Email Marketing Service for the above reasons and more:

Join Our Email List Signup Boxes can be put on your web page.
The Visitor Sign up Form can be customized to your specifications. For instance, if you offer several products and services, they can be listed with check boxes so you can customize your marketing. Also, site visitor details can be selected and captured on the form.
Welcome Email Letters can be customized and sent to new contacts who signup using your visitor signup form.
Change of Interest Emails can be automated when a contact makes changes to their interests or profile.
Subscriber Reports can have their frequency automated.
Web Based means they can be accessed and worked on from any terminal, anywhere.

Email Marketing should not be the only marketing you do, but done correctly, by targeting businesses specific interests and not overloading recipients with emails that have no value, can be a valuable tool for gaining and retaining clients.

Interested?
Take a 60 Day FREE Trial
and see if it fits Your Marketing!

'I Get It! Video that ROCKS!

2009-12-09T05:30:00.001-08:00

Check out this SlideShare Presentation:

'I Get It! Video that ROCKS!

View more documents from Fred Co..

Prospecting Vs. Selling: Find a 'Thirsty Horse'!

2009-11-30T04:07:00.000-08:00

Kim DeMotte's 'Catch & Release' Process is the Gold Standard for Prospecting.

He makes the important point that there is a distinct difference between Prospecting and Selling.

Prospecting is sorting and sifting.

Selling is influencing.

Ideally, the two should be separate functions, done by different people.

The Prospecting should be a quick filtering process that easily determines if the Suspect has a need for your product and service, and more importantly, realizes it.

Once these individuals are found, a salesperson can call to see if the product or service they offer is a fit for the prospect and if it will solve their problem.

Ralph Blakey gave this analogy:
"I never thought it made sense to go into a grassy field, find a horse, put an arm around their neck and drag them to a water trough next to a fence, and push the horse's face into the water.

Doesn't it make more sense to find a Thirsty Horse?"

Tele-Prospect Filtering finds those Thirsty Horses.

2009-11-29T15:22:00.000-08:00

Mind Mapping is the
'Swiss Army Knife for the Brain!'

Target Your Prospects:Defining a Prospect List

2009-11-09T05:29:00.000-08:00

Prospect Lists can be very effective in your marketing efforts.

Even if you don't purchase a list, the exercise for defining your target market will be invaluable!

Two important rules for defining such a list:
1. Define as specifically as possible what you want.
2. Define as specifically as possible what you don't want.

Here are the Steps:

Choose the SIC Codes (Standard Industrial Classifications) that best describe your Target Market.
These codes are a way of classifying businesses to provide new comparability in statistics about business activity across North America.
Here is a great site from the US Department of Labor to use for this purpose.
Important: Many of these codes go several layers deep. Going through the layers of each code is an important part of the filtering process needed to specifically target prospects who meet your criteria.
There are Divisions, Major Groups, and Industrial Groups with explanations for all.
Filter by Data Elements; i.e. number of employees, annual sales, square footage, etc.
Example: Janitorial Services might be interested in square footage.
Too little space may not be worth their while, and too much space could be a competitive bidding war they might also want to pass on.
Define the geographic area of your prospects.
This might be nationwide, regional, state, zip code or a mileage range from a particular zip code.
The List Broker will then come back to you with a 'Count' of how many records meet the criteria you have specifically filtered for.
Purchase the number of records you needed based upon budget, price breaks, and specific needs.

Good Selling!

SWOT Analysis Strengths • Weaknesses • Opportunities • Threats

2009-11-06T05:01:00.000-08:00

Discover New Opportunities.
Manage and Eliminate Threats.

SWOT Analysis is a powerful technique for understanding your Strengths and Weaknesses, and for looking at the Opportunities and Threats you face.

I use a powerful tool, Mind Mapping, to achieve the maximum results.

What makes SWOT particularly powerful is that, with a little thought, it can help you uncover opportunities that you are well placed to exploit. And by understanding the weaknesses of your business, you can manage and eliminate threats that would otherwise catch you unawares.

More than this, by looking at yourself and your competitors using the SWOT framework, you can start to craft a strategy that helps you distinguish yourself from your competitors, so that you can compete successfully in your market.
(Explanation for SWOT credit: Mindtools: James Manktelow & Amy Carlson)

Independent Business Developer

2009-09-22T10:32:00.000-07:00

No Sweat Public Speaking!

2009-06-20T14:31:00.001-07:00

Speak! They'll think you're an expert!

Igetitvideopromo.Key

2009-06-19T03:52:00.001-07:00

Check out this SlideShare Presentation:

Igetitvideopromo.Key

View more PDF documents from Fred Miller.

How to Buy a Targeted Prospect List

2009-01-25T16:39:00.000-08:00

2009-01-03T18:30:00.000-08:00

I'll bring you NEW Business!

View SlideShare presentation or Upload your own. (tags: sales prospecting)

Always Confirm Appointments!

2008-12-03T17:29:00.000-08:00

I'll bet it's happened to you, too.

I've had an appointment on my calendar for weeks, maybe even a few months.

As I try to always do, I show up 15 minutes early.

The appointment time arrives - the other party doesn't.

Ok, OK. Maybe I'm a stickler for time. Things happen. Traffic gets busy.

15 minutes after appointment time - the other party has not arrived.

30 minutes after appointment time - the other party has not arrived.

I decide I better give them a call.

Oops! I don't have their phone number in my cell.

Hopefully, I have it somewhere in the car.

(Sorry, but I don't have a Blackberry or iPhone with an address book, internet access, etc.)

I find the number.

I call.

I get hold of my other party (maybe the third call after going to voice mail twice!)

He forgot our appointment, is nowhere near the meeting spot, and promises to call next week to reschedule.

He's really, really sorry!

Full disclosure here - I've also received those calls from the very polite person on the other end of the phone who wonders where I am!

And, of course, I'm really, really sorry!

Solution:
Always, without fail - CONFIRM your appointments the day before!

Do it either by phone or email, and be certain, if leaving a voice mail or sending email - you get a response!

This simple idea will increase your productivity while lowering your stress level - Super!

Gain & Retain Clients with - CHANGE MODE PROSPECTING

2008-01-07T08:00:00.000-08:00

The Best Time to Prospect?

The short answer is ABP - Always be prospecting!

However, When Specific and Compelling Trigger Events occur, your efforts will be far more successful than at other times.

The term for this is 'Change Mode Prospecting'.

Following it will dramatically improve new sales and client retention.

We’ve all be in the following situation with prospects:
They agree your offering has far more value than their present vendor.
The present supplier is average, at best.
Yet they can’t pull the trigger to buy your products and services.

Frustrating, isn’t it!

The problem here:
Most people are very resistant to Change. It’s human nature.

We’re comfortable where we are. Ever hear:

"If it ain't broke, don't fix it."

"We've always done it this way."

The Exception to this resistance is:

When their business is Changing in major ways.

Changes like:
New business, new location or branches, change of ownership, major construction, new product line, new sales territory, new competition, etc.

This is when decision-makers get in the ‘Change Mode’ and say, “I’m going to look at everything! I’m going to look at products, services, and vendors I’m using now; and I’m going to look at things I never thought of before!”

Change is the Sweet Spot for selling new business.

Change is also the Risk Spot for losing business.

This Risk Spot is important, because the research shows:
It is far easier to save an account then sell a new one. Plus, they’ll stay a client longer, make you more money, and be less of a hassle than newly acquired business.

Key Lesson:
When companies are in the ‘Change Mode’,

Be close to prospects - and closer to clients.

Use ‘Change Mode’ information to Gain and to Retain clients.

Where can Change Mode Information be found?

The information is available by researching applications for Business Licenses, Occupancy Permits, News Releases, Business Publications, and thru other media.

Attending networking events and searching the internet can also bring results.

There are also subscription services and lists available that will help find this valuable information.

Good Selling!

Looking for St. Louis Businesses?Bookmark This Site!

2007-11-15T18:35:00.000-08:00

I recently found this site for searching St. Louis Businesses
and it's FANTASTIC!

If you are sales prospecting, or, for any reason, looking for information on a St. Louis business;
This is the 'Go To' Site!

There is absolutely nothing else like it on the web.

St-Louis-Business-Information.com offers information on over 50,000 Business in the St. Louis metropolitan area.

Search St. Louis businesses by general business category, SIC code and location.

View complete business contact information, maps and more.

At Business Research Bureau, Research is our middle name!

Now St-Louis-Business-Information.com is on our A-List of tools for finding information on St. Louis's business community.

Check it out today!

It's Hunting Season!

2007-08-28T05:42:00.000-07:00

Labor Day is the unofficial end of summer, and it's coming!

Summer vacations are over.

Parents have delivered their older children to colleges.

Younger students are back in class.

Yea!
Decision Makers are back in their offices!

In most industries, August is one of the slowest months for closing sales.

It's tough to sell when the buyers aren't around, isn't it?

Well, they're back!

Now is the time to refill your Sales Funnel and get to work!

Here's the best way to fill that Sales Funnel:
Present Clients
You probably sell more than one product or service.
Are you cross-selling everyone?

Lost Clients
There is a reason they once did business with you.
Maybe they were in the Change Mode and you got blind-sided.
Call them now and see what has changed since you last talked.

Referrals
Ask for them from clients and other people you know.
Practice the Law of Reciprocity; get referrals by giving referrals.

Networking
There are lots of networking events to take advantage of.
Two Rules for networking events:
1. Be there!
2. Work it!

Cold Calling -
for most of us, the only way to get to the proverbial 'Next Step'.
Target your Prospect List:
Specifically define who is and who is not a prospect.
Choose specific SIC Codes (Specialized Industrial Classifications, the government's way to classify businesses)
Apply Data Elements to further filter the list. (# employees, annual sales, sq. footage, etc.)
Define the Geographic Area for your prospects. (Zips, states, regions, etc.)
Purchase a list based upon the above criteria and your budget.

Catch companies in the Change Mode
Most companies are more open to change when their business is changing.
Changes like: New Business, Change of Ownership, New Location, Construction, etc.
Change is the Sweet Spot for gaining business and the Risk Spot for losing business.
Find this information by searching government records, newspapers, and networking, or subscribe to a service, like Business Research Bureau, that provides Daily Change Mode information.

Have a Plan and Work the Plan

Good Selling!

CORRECTION: The BRBs DO Work!

2007-07-30T12:55:00.000-07:00

BRB's
Daily Sales Leads
are the
Best Kept Secret In St. Louis!

"In our first year subscribing to the service, we've gained $11,000 in new business and major sponsors to our annual events.

One of the best benefits of the service is the time it has saved us.

Instead of networking and researching prospects, the service brings all that information to us Every Business Day.

For us, it's been a great investment!"

Ron Ameln, President, St. Louis Small Business Monthly

The BRBs DON'T WORK . . .

2007-07-10T08:46:00.000-07:00

Unless YOU Do!

Many know that before owning BRB I was a client for over twenty-five years.

I KNOW the BRBs Don’t Work . . . Unless You have a
System for Working Them and Work the System!

Because I love sales, and have studied and practiced selling for years, it's hard to admit, but sometimes the BRBs didn't work. However, it wasn't the leads not working, it was Fred not working the leads!

I know none of you have ever had Call Reluctance, but there were times when I just knew they couldn't use my products or services so I never made the call! (Pretty stupid, right?)

The Lesson is: No Mind Reading! Once you've determined that a lead fits the profile of your target market, they should be contacted! If they're not ready to buy now, they might be clients in the future.

Most sales are not closed on the first call. This is why it's so important to have a system to follow up, follow up, follow up.

Some of the BRB lead information, especially in the Construction Categories, is way ahead of when decisions for many products and services will be made. Unless there is a system in place for noting: contacts, dates, decision making process, competition, and other essential sales information, the BRBs are a waste of money!

A Contact Management System is the best tool for this, and there are many excellent ones available; ACT, GoldMine, SalesForce.com, SalesLogix, HighRise, and others. (BTW, we can point you in the right direction for professional assistance.)

Daily, Business Research Bureau provides subscribers with Change Mode Information. This is important because most businesses are resistant to change, except when their business is changing in major ways. These major changes include: New Business, New Location, New Branch/Expansion/Remodel, Change of Ownership, Various Phases of Construction, etc.

My favorite Abraham Lincoln quote is: "Things will come to those who sit and wait, but only the things left by those who hustle!"

The BRBs Do Work . . . but only if You Hustle!

You've got Sales Leads! Now What?

2007-03-05T14:15:00.000-08:00

Congratulations!

You have Fresh Sales Leads from a just completed:

Mailing
Tele-Prospect Filtering Program
Business Expo
or Networking Event.

Now what?

Follow up – Follow up - Follow up!

Unless there’s a plan for following up on these leads, and the plan is worked, these leads will fall through the cracks.

Time, money and effort spent for sales leads will have been wasted.

There must be a plan in place and it must be followed for results.

If it is a Prospect, the process is:

Initial follow up / "What do you want to accomplish?"/ "How can I help you?"
Decide on, and schedule next step / Meeting, Next Phone Call, Not a Fit, Etc.
Secure a definite Yes or No / Maybe is not acceptable

If the result is a Sale, the follow up is:

Post Sale follow up
Account Maintenance
Sell more products into the account
Getting Referrals.

If the process leads to No Sale:

Determine if it’s a No Sale this time around or a No Sale forever.
If No Sale this time, update to revisit at an appropriate date

Almost mandatory to making your planned process work is CRM, Contact Relationship Management Software.

There are a variety of excellent programs available.

Several, including Salesforce.com and SalesLogix are web based.

There are also several that can be loaded on individual computers and servers. The most popular are ACT, GoldMine, and Now Up To Date/Contact 5 (cross platform for MAC & PC).

Locally in St. Louis, there is excellent support and sales for ACT available through Lori Feldman, the Database Diva .

GoldMine is sold and supported by Kevin Varnon at Clienttrax and Kevin Simpson at CT Innovations.

The important point is that these Contact Management Systems give the ability to:

Make time and date stamped notes
Directly send emails, (some integrate with word processing programs to address letters
Schedule alarms for call backs and other follow up activities, and
A variety of other sales and customer related activities.

Because most sales are a process, and not an event, these systems are important to moving prospects through the sales funnel.

They're also efficient for giving reminders for 'touches'; letters, phone calls, e-mails, schedule visits, etc, to present clients.

Some of the programs can be automated to do many of the followup activity.

When server or web based, these products can be a tremendous Management Tool.

The sales manager can monitor the activities of their sales force and give help where and when needed.

They help implement Four Important Rules of Management:

Inspect what you expect.
What gets checked gets done.
If you keep score you do better
Most important of all: To delegate and not check is to abdicate!

Many potential sales, and clients, are lost because a sales process and method for tracking it were never used.

This great group of software products can prevent that from happening!

Referrals By Email - This Way Works!

2007-02-24T09:04:00.000-08:00

Referrals are a great way to grow your business.

One strategy to receive more referrals - is to give more referrals.

It's the marketing mantra,
'Give To Get'. And it works!

The referrals to you will be more frequent and stronger in direct proportion to the referrals you give.

One of the keys to being effective with this is to Be in the Moment! Keep your eyes and ears open for opportunities to connect people and solve their problems, help them make a sale, and give them information of value to them.

The best referrals are done in person;
Introducing Contact A to Contact B.

Other referral methods include: phone calls to each, conference call, and letters of introduction to each party.

Email Referrals have some benefits, also.

They're quick - email is almost instant.
They are in writing.
Easy for each party to click on links for more information.
In tune with the way lots of communication is conducted these days.

Guidelines for Email Referrals
that bring the best results for all parties; the people you are connecting and you!
(Thanks to Karen Hoffman, The IDEA Coach, for her input.)

To:
The person you are referring to. Sometimes both people should be put on the same line.
Example: You Two Should Meet!
CC:
The person being referred.
Subject:
The Why of this email. You Two Should Meet, Prospect For You,
Wanting Information on Your Services, etc.
Body:
A good way to start is: Cheryl meet Cathy.
Cathy meet Cheryl
More Body:
A few sentences describing why this introduction is being made; qualifying the introduction for each person.
Example:
I met Cheryl the other day at a networking event.
She mentioned she needs help getting organized.
Cathy, I know this is your area of expertise and asked Cheryl if it would be OK if I connected you two by email.
Cheryl thought that would be a great idea and is expecting your call.
Contact Information:
This is important, very important.
Give the full contact information for each person, including, if available:
- Name
- Company
- Address
- Phone
- FAX
- Email
- Web site
Doing it this way puts each party on notice that you expect them to make contact.

Sending your email in this form gives each party easy access to information (website link) about the other person and their business before having a conversation.

They can view each other's web site and contact other people they know who might furnish additional information.

If you've matched these people correctly, they will each gain a valuable connection and possibly new business.

At a minimum, they'll know you are looking for opportunities for them, will appreciate your efforts, and eventually reciprocate.

What better way to get, than to Give First!

The 18 Percent Solution Save NOW!

2006-12-20T13:56:00.000-08:00

When: January 23, 2007
Where: Grand Prix Speedway

Only 18 percent of independent businesses see a 10th anniversary.

Those that make it do so by seeking knowledgeable help.

A powerhouse lineup of business experts and professional speakers be your pit crew on January 23, and we'll help you win the race to 10 successful years.

I was selected to be one of the speakers. (I'll talk about Prospecting!)

Because I'm a participant, I get to offer what they're calling a "speaker's discount" -- and you can take advantage of the savings.

The full description of the event is at http://yellow-tie.com/18.

If you like what you see and decide to attend, I can offer you the member's rate to the event.

Just type "Miller" in the [Special Instructions] field when you register -- then choose the members rate and save $20. (Note: There is an extra discount if you register before January 3 -- another $20.)

I hope to see you there!

Saved Account - Worth MORE Than a New One!

2006-12-16T03:57:00.000-08:00

One Saved Account Paid for a Year's Service!

I was in the Coffee Service business and a BRB client for many years before purchasing BRB.

One of the most productive ways I found to use the BRBs was to Save an account.

The 'Change Mode' is the 'Sweet Spot' for Gaining Business.

It's also the 'Risk Spot' for Losing Business.

This is Important because the research shows it's far easier to Save an Account than sell a new one.

A Saved Account vs. a New Account:

Will stay on the books longer.
Produce more profit.
Be less maintenance.

When 'Change' is occurring; be Close to Prospects - Closer to Clients.

Example:
An average Coffee Account was worth about $100.00 a month in profit.
When a client had 'Change' going on; New Owner, New Location, Major Construction, etc., the competition was all over it. (Probably from being a BRB subscriber, too!)

Naturally, I quickly went to see the decision-maker.

If we agreed our Coffee Service been a good vendor for them, and would continue to be, I could usually keep the competition out and retain the business.

Do the math: $100 X 12 months = $1200.
At the time, One Saved Account paid for the entire year's subscription!

Now that's a good ROI!

Lesson: When daily reviewing the leads, be certain to look for present clients as well as prospects.

The value of the BRBs is not just for Gaining Business, but also for Retaining Business!

Success Story - Previously Published Leads!

2006-12-08T07:20:00.000-08:00

J.H. called to tell us about opening a new account for his advertising enterprise.

“This one new client will pay for a year’s subscription!” he told me.

In addition to his regular subscription, J.H. purchased Previously Published Leads.

This is where he found the new business.

“My new customer has been established for a while and was looking for new ways to promote their services. They have multiple locations which fit the marketing plan I provided them with,” J.H. said.

When I checked with J.H. to get his permission to publish his success story he said, “Absolutely! And be sure to add that I closed a couple more off that list yesterday.”

Wow!

Would Previously Published Leads help your marketing efforts?

Contact us for more information.

Followup!

2006-11-28T18:15:00.000-08:00

You've got a prospect - Now What?

If your selling is like most companies, it's a Process, not an Event.

And if you don't have a process, and work it consistently, your sales will suffer.

Many times it takes five or more, sometimes many more, contacts to close a sale.

Since it's a process it requires constant, regular followup. This can be done by phone, email, or in person.

The First Step in 'working a lead' is to get as much information as possible and put it in a place that you'll keep all subsequent information, and will prompt you as to the next step.

If you don't already own a CRM (Contact Relationship Management) program, buy or subscribe to one.

The most popular ones are: ACT, GoldMine, Now Up-To-Date, Microsoft Dynamics CRM, SalesForce.com, ,and SalesLogix .

These programs allow you to time and date stamp all the information accumulated as the prospect is taken through the Sales Funnel.

The same programs should be used for clients and retention activities.

Client Retention: 'Regular 'Touches' - One Idea

2006-11-27T07:05:00.000-08:00

Regularly keeping in touch with clients is a good way to retain and build your business with customers.

This doesn't meant your monthly statement is a touch.

It does include, email marketing, newsletters, telephone calls, personal visits, and other activities.

One simple way to do this is by regularly sending Handwritten Postcards.

One of the nice things about a Postcard is that it doesn't have to be opened!

Other people at the business will probably see it, and this adds to it's effectiveness.

A nice site for these cards is Harrisson Publishing: http://www.harrisonpublishing.com/

A simple note like the following can be effective:
Dear _______,
All of us appreciate your business and continued support.

Sign the note and always add a PS. (They get read!)

The PS might mention additional services you offer or add something like:
Question - Comment - Suggestion?
Please call me!

Use the 'Change Mode' To Retain Clients

2006-11-24T16:36:00.000-08:00

The research shows a 'Saved' Account will stay a client longer, produce more profit, and be less hassle than a newly acquired one.

Finding present customers who are in the 'Change Mode' is important to client retention.

When businesses are in the 'Change Mode' it's important to be close to prospects, and closer to clients.

The 'Change Mode'

2006-11-21T14:50:00.000-08:00

Every salesperson has probably found that most people are very resistant to change.

They have sat with a prospect who agrees their offer is better than the present supplier, but the decision maker just isn't able to 'pull the trigger'.

The exception is when their business is changing. Changes like: new business, change of ownership, new location, new branch, major construction, major personnel, new product lines, dropping product lines, new distribution channels, and things like that.