Wednesday, December 20, 2006

The 18 Percent Solution
Save NOW!

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

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!

Saturday, December 16, 2006

Saved Account -
Worth MORE Than a New One!

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.

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!

Friday, December 8, 2006

Success Story - Previously Published Leads!

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.”


Would Previously Published Leads help your marketing efforts?

Contact us for more information.

Tuesday, November 28, 2006


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,, ,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.

Monday, November 27, 2006

Client Retention:
'Regular 'Touches' - One Idea

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:

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!

Friday, November 24, 2006

Use the 'Change Mode' To Retain Clients

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.

Tuesday, November 21, 2006

The 'Change Mode'

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.