1. Determine the most powerful
benefit or advantage you can offer – your unique benefit so that it is
irrational for them not to choose you.
2. Don’t have to change your
product – position it as having a unique benefit and communicate this to them
that you are now offering this unique advantage.
3. Eliminate the risk for the client;
offer a risk-free opportunity.
4. Add-on and cross-selling –
you have an obligation to demonstrate to them the differences in performance
and outcome they can expect to receive and to make them an offer that gives
them an incentive for trading up.
5. Clients stop buying for 3
reasons: out of sight, out of mind, dissatisfied and client’s situation has
changed (but still can give you referrals).
6. Send a sales letter ahead of
a phone call can increase the effectiveness of a call by 1,000%. – you are not
calling cold, you are calling warm.
7. Achieve breakthroughs – make
twice or 3 times results from the same effort or less.
8. How to have a soul in your
business:
·
Give more value than you take;
·
Become an agent of change;
·
Get involve in the client’s dreams, needs, hopes, complexities, families
etc;
·
Be a trusted friend – identify what your client really needs;
9. Host beneficiary is the most
powerful business generator with the least cost.
10. Re-activate old clients and
leads – leave your pride at home. Start
with the most recent in-actives.
Comments
Post a Comment