Each December I do an analysis of my client relationships. Among the criteria I use to measure relationship strength are: Dollars Invested, Referrals, and Compliance (if the client does what I recommend). I cross reference these key performance indicators with client acquisition. In December of 2018 I had ten full years of data to use […]
One of area of sales focus must be to deepen relationships with evangelists. These people refer business to you and they will refer more. This video and the accompanying transcript will help you focus on the five ways to accomplish this goal. Five Ways to Deepen Relationships with Evangelists Here is the transcript of the […]
There are four groups of people who are your key relationship targets in relationship based sales. These groups are labeled: Clients, Evangelists, Prospects and Suspects. The video below provides a brief overview of the composition of each group and their importance in the sales process. Here is the transcript from the video: When it comes […]
Relationship revenue must be your focus. If you are an entrepreneur, business leader, sales professional, attorney or any type of professional service provider, the only way you can grow with reduced personal labor intensity is through leverage. That means relationship revenue is a must. This video explains what relationship revenue is and why you need […]
This coaching session discusses one of the foundational concepts in system outlined in my book The 60 Second Sale. That concept is called having an EXTERNAL ORIENTATION. Here is the definition: External Orientation: Placing the benefit of others as the primary objective in your interaction. Video Transcript One of the most important concepts we focus […]
One of the best ways to develop new relationships is through writing articles. Traditional sales experts call this “lead generation.” While people who reach out to you for more information about your services may LEAD to business, I hate that term. Each article you write is a conversation with the reader. You share your opinion […]
On November 8, 2016 we had a Presidential election in the United States and many people are still talking about the result. Most people are cautious about how and with whom they share their political opinion. They have these feelings, strong feelings, about ideology or about a person running for office and they only want […]
This article is taken from my daily live video show on Facebook on November 1, 2016. Join us each day for more great info on relationship-based sales. Here is the transcript of this show: Hi, everyone. Welcome to the first ever episode of this new show I’m doing on Facebook. It’s on my Facebook […]
Communication is the foundation of trust and trust is necessary before you can ever sell anything. Most sales professionals underestimate the power of communication. Frequency of communication builds trust. This video offers some guidance on how often you should communicate with your clients and your prospective clients. Communication is the foundation of trust and the more often […]
People often ask me for the “one thing” they can do to be successful. Unfortunately, I can’t give you just one thing that will produce business success. I can give you a guide that, if followed, will produce positive results. This is the guide for business success I share with my clients: Organization + Education […]