Tips for Contacting Past Clients

Now is the time to touch base with all of your past clients. As many of you have heard me say, it’s not the client’s job to remember us. It’s our job to remind the client about us. During the spring market we want our clients to remember the experience they had...

What Are You Selling?

Ben Feldman is known as one of the most productive salespeople of all time. Near the end of his career his sales totals were equaled only by the entire sales forces of other companies. Amazingly, he reached this level of success selling one of the most challenging...

Simplifying Client and Prospect Communications

Simplicity is a competitive advantage. Most of us over complicate things. Overcomplication results in wasting time and energy, and the outcome is often ineffective. Just the other day someone spent way too much time explaining something to me, with the result that I...

Salesperson FOBTP

On February 13thI’ll be hosting a new webinar Sales Tips and Tweaks to Fill Your Pipeline and Wallet. (Sign-up here.) One of the things I’ll be addressing is salesperson FOBTP. The Fear of Being Too Pushy. FOBTP is a very costly issue. Most salespeople who have FOBTP...

Dating and the Client Experience

Believe it or not, there are several similarities between dating and delivering a memorable and effective client experience. Here are few suggestions to make both go well. 1. Make a great first impression. This is always important, on a first date or the first time...