November 14, 2008
Question 1:
Have you signed up for the National Don’t Call List in order to prevent those annoying and inevitable telemarketing calls?
Whatever they were trying to sell over the phone, we already knew we didn’t want it.
Question 2:
What do you do when a prospect or past client has put you or your company on the DON’T”CALL LIST?
Breaking up is Hard to Do (not really)
So,where are past customers who don’t do business with you anymore?
In business as in a relationship, one person stands there in a state of confusion professing their innocence… “I really don’t know what happened; I thought that we were getting along just fine.”
In business as in relationships some one has to first say “I’m sorry” in order to have a hope in getting back together. You must acknowledge the past problem or perception of a problem, whether you were involved or not. Clear the slate.
Normally it is the supplier who must offer the apology.
Remember; The definition of a satisfied customer is simply one who perceives a lack of a better alternative.
The difference between personal relationship and business relationships is that in business, no one has to stay together for the sake of the kids.
Looking for Mr. New-Client
Prospecting and Profiling for new business is a lot like going on a first date.
(The same applies if someone has come into your store).
You’re interested, but he or she is at the very least, indifferent.
Prior to the date you might ask around to try and get some background on your date, so the opening minutes won’t be awkward. It also demonstrates a sincere intent in making the first meeting a memorable one.
What are some of the rules on the first date?
You would dress well because there will be the inevitable and judgmental head to toe scan.
You would be polite and on your best behavior
You would ask relevant questions about them,
You would look for common interests
You would look for a connection
You would listen for clues to their goals and aspirations
You would never talk about yourself, except when asked, and keep the answers brief and to the point and then turn the conversation back about them.
After all aren’t you trying to make a good first impression?
Do’s and Don’ts
Be relaxed. Be yourself. Tell the truth,
Never talk about his or her past relationships unless they bring up the topic, and never offer an opinion. Just listen as you may pick up a few of their likes and dislikes in a relationship.
The whole point of a first date is to simply see if either of you want to go on a second date.
The Business Date
The reality is that if some sales people acted on first dates as they might on a prospecting or profiling call…they would go home alone…a lot!
Unfortunately due to pressure of reaching budgets and targets, some sales people will tend to act as if they are working for a one night stand. They move too fast, they say the wrong things or very self serving things, all in order to close the deal that day.
“Say good looking, Heaven must be missing a great Sale. Why don’t we get out of here and you can buy from me?”
Potential clients can see this cougar bar pick up trick a mile away and will be reaching for their coat within minutes taking their money with them.
Today, make every date count.
Stay in a good mood
Brad
