The Art of Developing Significant Client Relationships

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devclientrelationships

Developing client relationships, significant ones, is the key to your business success. It’s a vital skill you have to master to be truly productive and profitable. In the business world you will generally experience three levels of relationships: The first level is superficial, simply addressing the features and benefits of a product or service. The second level is more sustaining and addresses the client’s motives and values of why they would take action. The third level is your … [Read more...]

Filed Under: Customer Service, Featured Bottom Right, Marketing, One on One, Selling Skills
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How Much do You Love Your Prospects?

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lovecustomersvc

Does it seem strange to use the word love when referring to a business relationship? Substitute another word if you prefer -- "like," for example, or "respect." However you want to express it, the point is to consider how much you care about the people you sell to -- their needs, goals, desires, concerns -- all the elements of their lives that might be involved in their decision about whether to buy from you. If you don't love your prospects, they will know it. We've all been sold to by … [Read more...]

Filed Under: Customer Service, Highlight Upper Right, Marketing
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The Charles Schulz Philosophy

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thinking

The following has often been attributed to Charles Schulz. Whether he actually wrote any more than the very last line is questionable. Regardless, the philosophy is well worth reading. You don’t have to actually answer the questions. Just ponder on them. Just read straight through and you’ll get the point. 1. Name the five wealthiest people in the world.
 2. Name the last five Heisman trophy winners.
 3. Name the last five winners of the Miss America pageant.
 4. Name … [Read more...]

Filed Under: Customer Service, Marketing, PickLeft
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10 Reasons to Develop a Thank you Note Habit in Sales

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tynote_3

I learned the value and power of thank you notes early in life. When I was a young child, my parents occasionally went out with friends for dinner. Invariably, when my parents returned from an evening out, I saw my mother sit down at her little desk in the hallway as soon as she got home and begin to write. One night I asked her what she was doing. Her answer came straight out of Emily Post: “We had such a wonderful time with our dear friends this evening that I want to jot them a note to … [Read more...]

Filed Under: Customer Service, Featured Bottom Right, Marketing
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How to Successfully Work Your Client Base

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successfulclientbase_slide6

What’s the secret to consistent appointment scheduling? It all boils down to this: You have to have a comprehensive call list and a motivated caller. But how do you come up with the all-important list? And who exactly should do the phoning for your business? The answers are more obvious and clear-cut than you think. To fill your calendar with high-caliber appointments, week after week, delegate all calls to your staff. To develop a strong, qualified call list, work your client base as … [Read more...]

Filed Under: Client Acquisition, Customer Service, Featured Slider, Marketing, Prospecting/Referrals
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How to Choose an Insurance Company

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howtochoose

For producers, few decisions are as important as choosing the makeup of your portfolio. Whether you’re a wise veteran of the industry looking to strengthen your offerings, or you’re just getting started, finding the right company to write business with is a crucial decision that can have a significant impact on your success. So what should a producer look for in an insurance company? You may be thinking, “That’s a no-brainer: quality products and financial strength and stability” … [Read more...]

Filed Under: Customer Service, Marketing, Pick Right
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