A client of mine, Deborah, came to me five years ago. Within the first two weeks of working with her, I discovered that she had a resistance to sales. Deborah had been in business at the time for 22 years, with a graphic design and web development company. She could not get her income beyond
“I’m a sole proprietor, so it is just me. I don’t have anything for sales. Is it worth trying to set up a program with someone who could do cold calls and create appointments, then I can follow up?” Absolutely! Roberta Lopez does my follow up calls and appointment setting. The only types of calls
We’re natural born salespeople as a human race. If you doubt me on that, think of a toddler. When you try to tell them you no, they don’t give up, they persist, push, and come up with all kinds of different angles to win you over. Let me give you some sales coaching, sales is
Last week I talked about the one-page business plan and why you have to have it. Today, I’m covering the rest of your business operations. Do you have the operational processes and systems in place to where you can go out to the market without drowning? Ask yourself this, if we increased your revenue by
Last week I brought on three new clients. One of them has been in business since 1990. Another, for only three or four years. The third, the one I got very excited about (not that I wasn’t excited about the other two) was the one that has only been in business since June of last
I often get asked how to generate leads from Facebook. Facebook is a social media platform, meaning, you got to get into a social conversation beyond, “this is who I am, and this is what I can do, and I’d love to come out and do it for you.” Nobody cares about that crap. Let
A great way to make your clients love you is to do something nice for them unexpectedly. Have you ever gotten an unexpected package in the mail? How did that make you feel? It leaves a lasting impression on someone when you give them a little surprise. It’s a small act that can make a
You must follow through if you want to retain your clients. When you are selling a high-ticket item or service, you need to make darn sure that your client is happy they hired you. The last thing you want is for your clients to have buyer’s remorse. An easy way to do this is by
Do you have a system for client feedback? There is no better way to improve your client retention than hearing from your clients themselves. You have got to have a feedback system in your business. You can set up a survey or speak directly to them. This feedback can be good, bad, or both. I always
