Clients learn about us by what we do and not what we say. Our actions reflect what is most important to us. If our customer contact time is spent talking about our products, our services, and ourselves, the customer soon understands what is truly important to us and it is not the customer. As Peter […]
Though we would like to build deep relationships, mass marketing methods eliminate this possibility. The nature of mass marketing is pushing a product or service into the marketplace. In mass marketing we try to push ourselves into the life of our client. Resistance is created at the start. We are successful, only because our sales […]
Since 2000, the customer has changed and no one has informed Corporate America. Clients do not act as quickly on recommendations and many in the sales professions complained that clients are harder to close. What was once easy was now becoming difficult. Top producers in every industry are finding business complicated and less enjoyable. The […]
Imagine a Zero Inbox. Below are the steps to create one. Open a new email. Ask yourself, “What is it?” and “Is it actionable?” If it’s NOT Actionable, then delete it, store it in a Reference email folder, or incubate it on Someday/Maybe if you think you’ll have action with it in the future. If […]
For the twenty-five year period, beginning in the mid 1970’s and ending in 1999, the financial markets basked in the sunshine of client trust. An entire generation lived constantly in a buy mode, dealing with whoever had the best story or the most exciting advertising. Solicitation was the game of the day. Sale techniques improved […]
While I am finishing the edits on my new book Let’s Talk: Marketing As a Conversation I will be posting selections from the book to my website every Tuesday. If you want to master the Relationship Conversation and build a trusting relationship with your prospects and clients faster these posts will be of value. Every […]
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