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prospective client Tagged Articles

10 Warning Signs That Prospective Client Is Not Right For You
In difficult economic times it is easy to let go of standards and take on a client who does not fit your vision of your ideal client. When few clients are in the pipeline it often looks attractive to take the ones that show up. When you do this you run the risk of having an angry client or worse one who is out a real energy drainer. Here are ten warning signs that tell you to avoid the client.

Take Note

I would like to focus on something, that at first glance, may appear rather trivial. In fact it might seem so inane that you are wondering why I am even writing about it. It’s ‘note taking’. I learnt a very salient, if not embarrassing, lesson in my early 20’s. When in my first sales consulting role I turned up to a sales meeting with a prospective client with no obvious note taking materials. Up until that time I had never been told to take notes by my managers. I hadn’t thought about talking notes myself. I relied on my memory.

Marketing Strategies: Do You Find It Easy or Difficult to "Toot Your Own Horn?"
Do you let shyness or fear get in the way of networking effectively in public? Learn how to assert yourself with confidence! This article gives you some great tips on how to toot your horn.

Do you feel lucky?
Luck has come up a lot in conversation in the last week or so. How much of our business success do we put down to good fortune and to what extent are we able to create our own luck?

The Art of the Sales Process: The Compassionate Sales Conversation

In this economy the approach to selling needs to shift. People have been burned too many times, and some are feeling such a lack of resources, that the old "hard" selling methods are not seeing results like before. When business growth comes from connection with higher source and authentic purpose and contribution you can't go wrong. This is what I call, "The New Wealth." This may seem like a strange article on the surface, but I know once you dive in you'll have a whole new look on your approach to sales. I have found the only way to really unleash massive success is to turn to your natural path of least resistance which is often revealed through alchemy of nature - wealth alchemy as I love to call it.

Anatomy of a Financial Fraud - Part II
The author,John Franczyk, discusses general principles which businesses can follow to avoid becoming victims of fraud.

Proven Marketing Strategies for 6-Figure Business Success: Designing Creative Payment Plan Options

Designing creative payment plan options can make the difference between a prospective client saying, “Yes!” or, “Let me think about it.” For example, many potential customers will say yes to a full pay option if it means they can save big or qualify for a special high-value incentive. The easier you make it for customers to say “Yes,” the more you’ll be able make a positive difference for them while making more money.

"Making an Ass out of U and Me"
Here is a salutary lesson in why good communications start with checking things out with others and not making assumptions. For when you do, you shouldn't be surprised if you end up looking like an ass.

Control your email and phone calls - simple strategies that really work
Too many phone calls and e mails can stress out a solo professional. Follow the practical tips in this article to help get you out of overwhelm and regain control of incoming interruptions.

Cold Calling is Dead! Long Live Cold Calling!
I hear so many sales people making all sorts of excuses or giving reasons for not picking up the phone to prospective clients to find out how they might work with them. The common sense phrase 'If you take no action, nothing will happen' seems to be wasted on them!

Trust-based relationships
I typed ‘Sales' into 'youtube' the other day just to see what was on offer. I have to say that some of the initial videos displayed on the front page were very disappointing indeed, especially when it came to building trust-based relationships with clients.

Using Reciprocity to Motivate
Give what you'd like to get and use the law of reciprocity to successfully influence your personal and professional life.

Communication Saboteurs: Egos
Misti Burmeister helps three women remember their experiences as young professionals, offering three suggestions on dealing with these new employees.

Successful Appointment Setting in Today's Economy

Many marketers have gradually come to realize that the key to getting your prospective clients to listen to you and hear you out isn't just getting an appointment. If you are in a business that requires you to set appointments first you may hear questions/comments like this: 'Give me the Readers Digest version right now or I'm not making an appointment.' OR 'I need to hear a little more detail BEFORE I meet with you' OR 'If this is going to cost me anything, I'm not interested' OR Gone are the days when the prospective customer just waited for your call or visit so YOU could inform him or her how things worked. How can you get your foot in the door to gain trust and image credibility?

Real Estate Marketing Strategies - 3 Mistakes to Watch Out for When Asked, "So What Do You Do?"
Have you been struggling with getting more clients, but not sure how to market yourself? This article gives you a great method on how to handle the introductions.

May the Abilities Rest in Peace
The bottom line is that to truly communicate with our audiences, we need to stop using the same words that everyone drags along, and start thinking creatively, originally and most of all - think and talk like a customer.

Is Your B2B Site a Good Salesperson?
It's long been said that your Web site is like a virtual salesperson, telling potential clients about your company.

3 Keys to Income Acceleration
How to Boost Your Bottom Line This Week

How to Choose the Right Business Coach For You

Ask any successful business owner, Olympic champion, pageant queen, or executive about their success, and they will likely thank a mentor or coach. So, when you seek out a coach yourself, you can be sure you are in the right track. But, is it just me or is there a new "Speaker, Author, and Coach" on every corner nowadays? Lately it seems that every other person I run into is "launching" their own coaching business. (And they are SMART... because the coaching industry is booming in this "new" economy.) So, how do you choose the right coach for you?

Real Estate Marketing Strategies: The Biggest Mistake Real Estate Agents Make And How You Can Avoid It
Are you letting outward circumstances control your business? Take control! Here are some tips to empower you and help you avoid the big mistake.

Disturbing Thought Patterns are Toxic

Disturbing Thought Patterns are Toxic. They permeate your body, your mind, and make you feel bad mentally. Your thought focus is then basically ‘in the dumps.’ What could we have done in our lives up to this point if we had never had a disturbing thought pattern? What if we hadn't gotten sidetracked and put things aside? What if we had focused on the matters at hand? What if we had done what we set out to do without letting negative thoughts get in the way? WHERE WOULD WE BE NOW??? Imagine the accomplishments, the feeling of getting it right that we would feel and where we would be!

Anti-Attraction
They say marketing has a bad name. But I maintain that NOT marketing has a much worse name. If you're an entrepreneur or small business owner interested in attracting new clients, are you still committing any of the 10 deadly sins listed below?

Identify the Key Decision Makers
Small business owners and sales executives sometimes have difficulty identifying the decision-maker or may be blocked from getting in contact with them. Sometimes you may feel anxious or uncomfortable when you're actually in front of a senior level decision-maker. We'll discuss strategies to help you in all three of these areas.

Calculating How To Charge
This is how my friend Rick Schilling does when he tells people how much he will charge for his service.

Looking Good On Paper
When you go into business on your own, your stationery has to convey that you are a professional running a professional business. Looking good on paper is not an option. It is a requirement.

Waking Up To Opportunity
When you are at the right time and at the right place, you'll succeed even if you're falling asleep.

Write Proposals that Win Business
The Magic Formula of Success.

Promotional products – How can these be used effectively online? K5

Promotional products – How can these be used effectively online? In the tough times of increasing competition and plummeting profits, it is very important to choose your business’ promotional strategy – it should be unique, attractive, low budgeted and high on returns. It seems to be a difficult task to carry out but a little bit of planning and research can help you take the right marketing decision. Let us consider promotional products which can be given away over the internet. These can be created to suit your marketing budgets and goals at a low cost and yet carry an exceptional value for your prospective client. Simple ways can be used creatively to your benefit; you just need to be innovative and outstanding.

Is Your Peak Season Right Around the Corner?
Is the upcoming season usually busy for you? If so, what are you doing now to maximize your results? Far too often we leave our promotional efforts until it’s too late. The next thing we know, we find ourselves scrambling at the last minute, rushing our promotions and not maximizing on the time and money we spent.

Maximise your Impact at Trade Shows
Trade Shows can be a highly competitive business. You are exhibiting amongst hundreds of your competitors; and you are all offering similar products or services, all to the same group of people. This article gives you some simple advice on how to maximise your impact at a Trade Show.

Direct Sales Marketing Success: How to Sky Rocket Direct Sales Profits by 50% With Two Simple Words
One of the Deadliest Mistakes many direct sales consultants and direct selling business owners make in their business is lack of follow-up! This deadly mistake is tied to misconception that you are not selling, you are just sharing! Direct Sales is the business. Direct Selling, with they key word being selling is the name of the game. Home parties is the avenue by which these sales are made.

Why Discounting is Hazardous to Your Business
As a business owner you’ve probably been asked to give a discount. How did that make you feel? Your response to that request is critical to the sustainability of your business as well as to your confidence.

Stop “Handling” Objections
The key to getting more clients to say “yes” is to remove resistance or stress whenever you sense it’s there, and bending with objections works better than “handling” them.

Correct Use Of SEO Keywords In Page Title
To increase your website's ranking with search engines, it is very important to use keywords you have chosen in the title of the page concerned. A title tag is of course not the same as a meta description or keyword tag, but it is still a very important factor to consider in the overall optimization of your web page.

Utilizing Your Press Coverage
There are countless ways in which you can effectively utilize copies of articles or tapes of programs you have appeared in. This media can be like gold if utilized properly.

"How To Avoid The most Costly Mistakes Most People Make When Negotiating - Part 2
Part 2 of this fantastic look at the best ways to ethically win in negotiating.

Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3
It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do.

Job Talk The Heart Of Productivity
Communication is the heart of job productivity. This article outlines the steps you need to take an internal audit to improve communication and productivity and boost employee retention.

5 Easy Ways To Improve Your Work Efficiency
When it comes to having your own business, the unfortunate fact is that you are responsible for how well your business prospers. The future for your business is also determined by your overall work efficiency. If you have ever wondered why your business is not growing, even though you are working hard, then it is probably due to the efficiency of your business.

Bring the Four Swordsmen of Client Service With You
Trust comes with the Four Swordsmen of Client Service: Respect, Empathy, Action and Communication.

Using the Phone to Gain a Competitive Edge
How well does your organization answer the phone? It may seem like an odd question, but it could be very relevant to the success of your small business.

Sales Skills For Service Professionals Part 3
The third of three skills everyone who sells a service needs to develop is the ability to relate moving stories and metaphors.

Sales Skills For Service Professionals Part 1
The first of three skills every professional or sales professional needs to hone is the ability to ask provocative questions.

They’re All Tuned to WIIFM
Be Impressed, Not Impressive. Spend most of your time with someone making him or her feel that you're tuned into his or her station and you're bound to have better results.

More Questions, Better Questions
If you want more clients to say "yes," try asking more questions. Clients love to buy, they just hate to be sold.

If You Want More Clients...Do it on Purpose
Selling is not trying to persuade someone to change his mind, it’s asking appropriate questions so that the prospect sees for himself that he needs what you offer.

Gold Medals? Or Alligators?
Some clients want to buy what you offer to chase after gold medals. Others are running from alligators. Make sure you’re selling to both.

Dealing With the “S” Word
Selling is not trying to convince someone to buy. It’s asking appropriate questions so the buyer concludes for himself that he needs what you are offering.

SALES CALL PLANNING WHAT TO KNOW BEFORE EVERY SALES CALL
By Mike Schultz and John Doerr A good part of business development success is, as some say, just showing up. But show up prepared and success is what you will get.

What Can a Client Expect in a Virtual Working Relationship?
Looking at how working virtually can be done in various ways.

Give Great Sample Sessions that Grow your Business
One of the best ways to build your practice is to offer sample sessions. Most people have never worked with a coach, and a sample session can be a powerful process that introduces them to you and your coaching practice. Here are some tips that will create a meaningful and profitable session for you both.

Client relationships start with honesty
Selling your widget to a faceless public may deliver a (faceless) data base, but what if you want more than money from your business experience? More than money? Did you hear me correctly? After all, what is the purpose of doing business?

Building Your Own Business but Wary of the ‘S’ Word?

“Selling” has gotten a bad rap! We’ve all experienced obnoxious salespeople who have turned us off…made us cringe…and even stopped us from pursuing a purchase we really wanted. Have you ever really, really wanted something…like a new car…but dreaded the sales experience so much that you’d sooner wait until your car broke down? If we ourselves have had poor experiences with salespeople, how can we expect to enjoy becoming one? But then again, how can we expect to grow our business without becoming one? The truth is…we can’t…so let’s bite the bullet and figure this “selling” thing out.

Creating Your PR Image to Bring Your Dreams to Reality
It’s important to define your image. Approach your business as though you were a prospective client. An effective image does not just happen; it has to be worked at.

Creating A PR Roadmap
Take some time and create at PR roadmap: if you don't know where you're going, how will you know when you've arrived?

What Are the 7 Top Do Nots If You Want to Be An Extraordinary Business Coach?
With all the business coaches to executive coaches entering the marketplace, what is the most effective methodology? Avoid the nots might be the best way to start.

Secrets to Advertising Your Business
Have you tried advertising as a marketing strategy to grow your business? Did it work? If not, you may have missed one, or all, of the following components of effective advertising.

Publish or Perish
The axiom "publish or perish" doesn't just apply in the academic world. For independent professionals, publishing articles, white papers, and how-to manuals accelerates your ability to gain clients. Here are some guidelines to help you get started or expand your publishing efforts.

Turning Sales Setbacks into Success
As sellers, we invariably run into obstacles that are tough to overcome. Learn what top sellers do when they encounter these challenges and how they use them as a springboard to success.

The Credibility Factor
If you want to increase your value...increase your credibility.

Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts
Book review -- Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts – Tom Sant, AMACOM (American Management Association), www.amacom.com, January 2004, ISBN-10 – 0814471536, 224 pages, $17.95

Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts
Book review -- Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts – Tom Sant, AMACOM (American Management Association), www.amacom.com, January 2004, ISBN-10 – 0814471536, 224 pages, $17.95

Book Review -- Persuasive Business Proposals
Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts – Tom Sant, AMACOM (American Management Association), www.amacom.com, January 2004, ISBN-10 – 0814471536, 224 pages, $17.95

Book Review -- Persuasive Business Proposals
Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts – Tom Sant, AMACOM (American Management Association), www.amacom.com, January 2004, ISBN-10 – 0814471536, 224 pages, $17.95

From Prospect to Client in Thirty Seconds
The process of converting a prospect to a client can seem like it takes forever.The fastest way to turn a prospect into a client may be simply to change how you think about them.

The Forgotten Art of Conversation
It's too easy to not speak directly with a client or prospective client. Don't let e-mail and the web take over your sales life.

Build Your Confidence-Make More Sales
There is a golf story that says: "The most difficult golf course is the one between your ears." The same can be said about making sales. There are more obstacles in your head than any prospective client will throw at you. Get over it!

What to Do When a Prospective Client Doesn't Respond
It happens to everyone. You reach out to a prospective client, and then... nothing. What should you do when a prospective client doesn't respond? This article gives you some tips.

Overcoming Sales Objections
Objections are simply reasons or concerns that a prospective client has as to why they won't make a decision when you want them to. You will hear statements such as:

SBA 7A Loan for Business Opportunities and Real Estate Acquisition
Recently, a prospective client asked about financing an upcoming busi¬ness acquisition. I immediately asked whether the business opportunity also came with real estate or if it was the purchase of a business consisting only of furniture, fixtures and equip¬ment, a work-in-progress and the client list. He said that it was a business acquisition with two five-year lease options.

Twelve Touches Before They Buy
When you think about “selling”, do you get excited and happy? Do you look forward to calling a prospective client who just might buy your products and services?

How to Handle Objections Using Listening Skills
As a sale representative there are occasions when you will face opposition from a prospective client. This article will provide you with some specific tools and guidelines to use when you are faced with the dilemma of how to handle objections.

Sales Secrets from Baja California
The successful marketer and the savvy salesperson know that people buy what they value and only what they value and this value is determined by the prospective client, never by the seller or marketer.

The Rule of Thirds: How to Truly Listen
Success in sales requires you to understand your prospective client before you can do any sort of pitching, convincing or persuading... and it takes to succeed is the "ability to listen" .

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