|
|
| Sales Training Information |
|
|
Ideal Clients - Who are They and Where Do You Find Them?
Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. We all have our own criteria to define the perfect client. What are yours? If you are not clear about this aspect of your business you will spend an extraordinary amount of time chasing the wrong people and, if you do enroll them as clients, the relationship will always struggle. The not-ideal client will not show up for appointments, they will be late payers, they will not refer business to you. In short, they will be difficult to deal with. In their book "Attracting Perfect Customers" Hall and Brogniez use the metaphor of a lighthouse. The lighthouse does not chase ships up and down the shore line in an attempt to serve them. It stands firm and is clear about its purpose. The ships know where the lighthouse is and come to rely on it being there. Once you are clear about who your ideal clients are, focus everything around these clients and stand still, let them find you. Stand firm around your boundaries and your offer. As soon as you begin to try to accommodate client needs which are not aligned with your own standards and values you are on a slippery slope. Think about it. If you call one of your own professional advisers for an appointment you expect to be given a choice of a couple of times and dates from which to choose. Is that not so? Why then, when clients call you would you be tempted to see them out of hours, change your rate or jump through any other kind of hoop they care to throw at you? Clients will not respect you more for accommodating them. So an exercise to work on is around who would be your ideal client? Describe their attributes and characteristics, think about their needs and also make a declaration about your own requirements. Write all of this down and review it after a couple of days, refine it if necessary. This is one of the foundation stones of building a successful practice. You may think you have done this already and maybe you have, but indulge me, do it again. Be clear about your offer, who would want to benefit from that offer, who you will work with, what you do not do and who you do not work with. If you do not have this clarity how are you going to be able to discern your ideal clients from the not-ideal? Donnie Harrison is a Coach and Business Mentor working primarily with clients who are setting up or building a Professional Practice in the healthcare sector - be it traditional, complementary or alternative. Further information from http://donnieharrison.com
Prospecting and Cold Calling Presented by Dancing Elephants - dBusinessNews Triangle (press release)
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? Emotions That Sell, Part 2 In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation: Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website. How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse. 3 Hot Ways To Crank Up Your Sales 1) QUICK FOLLOW-UPS Are You a Sales Professional? Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional? The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act. Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. 5 Ways to Increase Business Sales by Contacting Your Existing Customers One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly. Dramatically Increase Sales With The KISS Test We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not. Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Boost Your Sales With These Proven Responses Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt! One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you are shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99." 7 Sales Skills to Improve On The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time What Does It Take To WIN A Sale? What to do when you win or lose.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
