[Legacy post: Small Business Talent] Today my guest on the podcast is consultant, writer, speaker and coach, Leanne Hoagland-Smith. I met Leanne through her Increase Sales Blog and it quickly became clear to me that her forward thinking perspective, willingness to challenge the status quo, and ability to simplify complex sales issues make her a rare find.
Leanne works with a variety of entrepreneurs like us, as well as top sales performers and small to medium sized businesses to help them break through to their next level of success. As Leanne points out, all of us can learn to more efficiently qualify prospects and acquire more of the high potential clients we want.
If you’re ready to stop wasting time handling needless sales objections and obstacles, then you’re going to find Leanne’s advice refreshingly different and powerful. Scroll down to the Podcast Player below and have a listen now!
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How Will Your Clients Answer These Questions?
Most independent professionals say that repeat business is ideal. No surprise there.
On the other hand, few of them seem to focus on actively uncovering the evolving wants and needs of their clients. They assume that they understand what their clients are thinking.
Over the past fourteen years, I’ve found that retaining great clients long-term requires a more proactive approach. In everything that you do for them you must make it clear that you’re striving for excellence. You also need to ask your clients some version of these questions on a regular basis:
- Ideally, what would you like to have me do more of, less of, or just differently?
- What would making those changes mean to you / your business?
Setting the right tone and regularly asking these types of questions opens up valuable client discussions. These conversations enable you to identify gaps between what you’re doing and what your clients really want. Of course, closing these gaps is what client satisfaction and repeat business is all about.
If you want increased client retention, profit and fulfillment, then I have a mantra for you – “If it’s to be, it’s up to me.” Take the initiative and commit to making your client relationships great!
Steve Gordon on Unstoppable Referrals: 10x Your Referrals with Half the Effort
[Legacy post: Small Business Talent] My guest on the podcast today is Steve Gordon. Steve is the bestselling author of Unstoppable Referrals, a unique and exciting new book that he’ll be sharing with us today.
Steve publishes The Unstoppable CEO – The Leadership Journal for Growing Firms. He’s also the editor of three business newsletters and has published hundreds of articles on marketing.
Steve has an impressive professional background. At age 28, he became the CEO of an engineering consulting firm. Twelve years later, after growing that firm’s revenue by 10-times Steve started his second business, consulting 1-on-1 with companies across 30 industries—ranging from professional services, construction, manufacturing, consulting—to design sales, and marketing and referral systems for high-ticket / high-trust products and services.
Steve and I cover a number of rewarding topics on the podcast, including:
- The role of referrals in attracting high potential clients
- Why most professionals don’t get the referrals they want
- Using reverse prospecting to take away sales pressure
- A proven four part approach to getting quality referrals
- How to access a free copy of Steve’s new book
If you want to receive more high quality referrals for your business, then you can’t afford to miss the unique and powerful insights that Steve has to share today. Scroll down to the Podcast Player below and listen now!
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