Bring Them Flowers

There are a few things you must do to prepare for your first face-to-face meeting: Make a list of what you want to accomplish during the meeting; Anticipate potential concerns from the client; Check to ensure you are completely prepared;  Listen more than you talk;  Bring support staff with you;  Use and respect the client’s format;  Always follow through;  Ask for what you need and seal the deal;  Simplify your prospect’s life;  Find ways to boost your credibility;  Build and nurture relationships;  Learn from “no”. Find out what didn’t work so you know how to change it going forward. These

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Who’s Your MVP?

The previous post dealt with making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to cover feeling out the personality of your prospective big fish in order to match the right salesperson to the fish.  You need to do this in two steps:   Profile your salespeople’s personalities; Match the right salesperson to your target fish. There are essentially three different selling personalities: Sage Pal Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease. In order to be successful they

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You Turn Me Right ‘Round Baby, Right ‘Round

The biggest area of turn-key businesses is franchises. There is a franchise for ever industry in the world. They are fairly easy to acquire and come with a pre-packaged, easy-to-assemble system. McDonald’s is a prime example of a franchise business, more specifically a 12-figure, 38,000 franchises example. There are a few things we are going to cover: Business Format Franchise The Franchise Prototype Franchise Prototype Standards  Business Format Franchise The business format franchise came from an earlier model call the “trade name” franchise. The major change was in the rights. During the “trade name” days, the franchise owner only had

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Make it Pop!

There are 5 major components to good advertising copy (The order of these is essential to success): Command Attention; Showcase Benefits of Products and/or Services; Prove the Benefits; Persuade People to Embrace the Benefits; Call to Action Advertising is sales in print. So you need to consider how to showcase the unique benefits your products/services offer in a persuasive way. The emphasis must be on results, not features. Let’s take a minute to reflect on each of the components: Command Attention: This is most often accomplished with a headline. You need an attention-getter that compels your audience to find out

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Kick Start Your Marketing

Today I’d like to teach you about the three most important start up marketing tools you need to get and keep new customers. In person: It’s essential you meet with customers/clients in person whenever possible. This shows you respect them and take the time to work with your clients to give personal attention to each of them. Follow up letter: Always take a moment to send a follow up letter about what you talked about, new agreements or partnerships made and to thank them for taking the time to meet with you. Likewise, you should always send thank you letters

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