Latest Posts
Getting things done, Time Management in Action #1 Overview
One of the most common requests from people who are looking for coaching, training, or assistance is to be able to get more done in less time! We’re talking about good old-fashioned time management! But, there are several “missing pieces” of information and insight that are needed in order to have your management of time actually work out as time goes by. That’s why you may learn a new technique, use it for awhile and then stop doing it. Let’s look at what it takes to really get things done efficiently and effectively.
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Why some people aren’t returning your calls and three things you can do about it.
Have you noticed that some people take much longer to return your calls than others? That’s usually caused by one or more of the five fatal voicemail flaws.
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The Missing Piece for Success, Why most sales techniques sound better than they work!
Have you ever wondered why most sales techniques sound better than they work? It’s because fewer times that most of us would believe, your success isn’t based on your techniques, or scripts. There is typically an unidentified element that plays a more important part in our success, whether that success is in sales, management, or administration.
The Only Referral System that Always Works
Most referral systems work but people won’t work them! The reason is because asking for a referral, in most cases, throws the relationship out of balance.
Let’s say you sit down with a prospect. You ask your questions. Your Client has a breakthrough in their thinking. They ask you how you might be able to help them. You describe what you do and why it works. That is, you offer what’s called a “performance promise.” They ask you, “How much does it cost?” You tell them. They think the price is fair and they accept your promise. Your relationship is in balance.
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Why Your Best Clients Don’t Give You Referrals, And 10 Things You Can Do About It
If your best clients think so highly of you, why aren’t they referring others to you? It could be, your own actions are convincing them they shouldn’t! Some of us try to demonstrate our importance by showing and expressing how busy we are, and we communicate our “busyness” in any number of ways. How do you communicate your busyness?
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PowerPoint Poison
… How PowerPoint Presentations are Poisoning your message and what to do about it.
“Oh, I already covered that!” said Karen as she turned toward the screen at the front of the room. The Power Point slide was the all-too-familiar cobalt blue background, a headline in gold, eight lines of white text with the current idea highlighted while the rest were dimmed. But, while Karen was fussing over her PowerPoint she was missing the obvious fact that over half of her audience hadn’t noticed that anything was wrong at all…because they had already lost interest within the first four or five minutes of her presentation and were no longer paying attention. They were thinking their own thoughts while they put in time waiting for Karen to get through her boring, mind-numbing ritual.
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How To Let Your Prospects Sell Themselves
A powerful new paradigm is rumbling through the world of sales, transforming how professionals relate to and connect with their clients, vendors and employees. In contrast to previous sales techniques, seventh generational sales puts the client firmly in control — with enormous benefits to both prospect and salesperson.
Richard Stewart and David Jackson of The Sterling Co. can tell you about the benefits of seventh generational sales. Before transforming their business, Stewart and Jackson employed six staff members to help service 831 clients. They spent an average of 62 hours per week managing $74 million in assets.
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Clients Forever
What would happen to your business if your clients loved you? How about if your clients knew you loved them? You may have a few clients like this, but the odds are it’s a very small percentage of your total customer base. The odds are most of your customers are merely satisfied.
According to “Why Satisfied Customers Defect” a 1995 article in the Harvard business Review, satisfied customers are NOT loyal, just satisfied. A completely satisfied customer, however, is more than four times more likely to purchase multiple products from you – and reward you with unsolicited referrals. If you want Clients Forever you will need to build a system to create completely satisfied customers. To do this means you will have to do more than just sell and deliver your products and services.
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How to Make the Truth More Believable
The truth is the truth is the truth. And, yet there are times when the believability of the truth is determined by factors other than the content of the message.
Think of a time when you told the truth but weren’t believed, when your credibility was suspect, when, try as you might, you just weren’t convincing enough. It wasn’t because you were telling an untruth. It was because there was something missing in the way you delivered your message. What was it that was missing?
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Doug Carter's Clients Forever
Find out how to build your business through long-term relationships with your favorite kind of clients. Doug Carter's Clients Forever: How Your Clients Build Your Business for You shows you how.