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 is an expression that goes: “Think before you speak.” Talk is cheap. People say stupid things every day. You see it on social media. You see it from politicians. You see it from your friends and relatives. I’ve done it so often I had to develop a rule for myself to keep from saying […]
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 […]
The most common excuse I hear for not developing relationships is: “I don’t have the time.” Entrepreneurs say it because they make lots of decisions and they like to feel like they are on top of things. Sales professionals say it because they are too busy wasting time trying to find shortcuts that don’t exist. […]
One of the first things I ask my clients to do is initiate a regular communication schedule with their clients, prospective clients and evangelists. This frequency of communication establishes a foundation of trust for the relationship. This video explains this concept in detail. Video Transcript Frequency of communication builds trust, I’ve been saying that for […]
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 […]
Years ago, you used to be able to barge into a home or office and interrupt people and they would listen. If you were good, and you knew the features and benefits of your product or service, you might even make a few sales because of cold calling and knocking on doors. Sales has changed. […]
You’ve heard me say it before. People buy from those they know, like, and trust. That’s the reason you need to let people into your world and share your personality and your opinion with them. In an earlier article, I discussed the 2016 election results and I shared my thoughts with people. The title of […]