It’s finally time to leave the office and head for that first meeting with a direct prospect. You’ve done your research and confirmed the appointment. What should you bring to the call? There are five things you absolutely must have at the first meeting. And one thing you probably have with you that belongs back at the office. […]
“Preparation with improvisation produces spontaneity.” — Michael Port When I begin working with a new group of television salespeople, I tell them that part of preparing a winning presentation is rehearsal. I tell them to say every word out loud in advance – it sounds different coming out of your mouth than it does in […]
When you donate money to a Presidential candidate, you wind up on a list. You start getting email — a lot of email. It’s a marketing master class. “Enter the conversation already taking place in the customer’s mind.” — Robert Collier I thought of Collier the other day when this email landed in my Inbox. The first step […]
Before your read the rest of this article, borrow someone’s cell phone and call your own. Let it go to voicemail. What does your greeting sound like? What you just heard is what your customers hear. Is your name mentioned on the greeting? Is your voice on the greeting? Can callers leave a message? If […]
“Big doors swing on little hinges.” – W. Clement Stone The $11 Decision A Small Customer Service Story I needed some shirts laundered in London, Kentucky. It was the middle of a multi-week road trip, I was in a Hampton Inn, and it was time. I knew the drill — the laundry form is always […]
