This document provides tips for growing a business by shifting from a focus on selling to a focus on serving clients. The key points are:
1) Business owners should change their attitude from selling to serving clients by thinking about sharing their talents and helping others rather than just making a sale.
2) Representatives should focus on listening to clients, understanding their needs, providing solutions even if it's not a direct sale, and putting the client's interests first over making a sale.
3) Representatives can become "rainmakers" by doing research on their target clients and industries, networking genuinely to help others rather than just make sales, and setting daily goals to have conversations and provide value to potential clients.
Customers are so much more than a source of revenue. They are a source of inspiration, innovation and constant feedback. If you want your business to grow, then taking care of your customers is the smart way to go.
Customers: How to Find, Sell, Wow and Keep Them. A 360º View
SALES & MARKETING
Customers are the lifeblood of every business. Join us to learn detailed strategies and tactics that help you understand your ideal customer and what it is that they really want to buy. We'll also outline a 360º approach to integrating sales channels and customer feedback that keep customers buying.
MaineBiz Momentum Presentation Moderated by Laurie Banks, Perry & Banks, Inc., Susan Dench, The Muddy Dog; Sage Peterson, Strategic Sales Advisor
Finding the Perfect Clients was a webinar offered by FreelancingSuccess.com. In this session, I talk about how to define the perfect client and then how to find them for your freelancing business.
Salons can acquire more customers, retain their best clients, and grow their business by clearly defining and living their brand.
Branding - it’s the new currency in business. Clients now want to associate themselves with a clear brand - whether it’s Apple, Tesla, or Coach. Design plays a major role in decisions clients make about choosing a product or service and the new norm is exquisite design. Customer experience is integral to the package and is the icing on the cake.
In this information-packed seminar, you’ll learn the fundamentals of branding yourself.
What branding is and why it matters to you.
What your brand is and how to define it.
Where in your salon your brand is most important.
How to communicate your brand.
Protecting your brand and improving it over time.
Using your brand to acquire new clients, keep your favourites and offer more services.
Design - where it fits in and how it supports your brand.
Customer experience - why it’s the critical component in your brand.
Association - how to build a team that supports your brand, even when you’re on vacation.
How to make the most of salon products in your brand
Ways to maximize your distributor’s support in branding
By Greg Robins
Greg Robins is the VP of Salon Communications, publishers of Salon Magazine, Elevate Magazine and the Contessa Awards. For over 25 years, Greg’s been advocating for professional stylists and salon owners through business-building content in Salon Magazine.
With a proven track record in implementing social media strategies that work, Greg can speak to the value of salons can gain with the proper campaigns on social and digital.
Greg has worked with salons and manufacturers to gain momentum in this industry, many of them going on to enjoy major success in the industry. He’s taught at Ryerson University and the Academy of Design and has spoken at Langara College.
Customers are so much more than a source of revenue. They are a source of inspiration, innovation and constant feedback. If you want your business to grow, then taking care of your customers is the smart way to go.
Customers: How to Find, Sell, Wow and Keep Them. A 360º View
SALES & MARKETING
Customers are the lifeblood of every business. Join us to learn detailed strategies and tactics that help you understand your ideal customer and what it is that they really want to buy. We'll also outline a 360º approach to integrating sales channels and customer feedback that keep customers buying.
MaineBiz Momentum Presentation Moderated by Laurie Banks, Perry & Banks, Inc., Susan Dench, The Muddy Dog; Sage Peterson, Strategic Sales Advisor
Finding the Perfect Clients was a webinar offered by FreelancingSuccess.com. In this session, I talk about how to define the perfect client and then how to find them for your freelancing business.
Salons can acquire more customers, retain their best clients, and grow their business by clearly defining and living their brand.
Branding - it’s the new currency in business. Clients now want to associate themselves with a clear brand - whether it’s Apple, Tesla, or Coach. Design plays a major role in decisions clients make about choosing a product or service and the new norm is exquisite design. Customer experience is integral to the package and is the icing on the cake.
In this information-packed seminar, you’ll learn the fundamentals of branding yourself.
What branding is and why it matters to you.
What your brand is and how to define it.
Where in your salon your brand is most important.
How to communicate your brand.
Protecting your brand and improving it over time.
Using your brand to acquire new clients, keep your favourites and offer more services.
Design - where it fits in and how it supports your brand.
Customer experience - why it’s the critical component in your brand.
Association - how to build a team that supports your brand, even when you’re on vacation.
How to make the most of salon products in your brand
Ways to maximize your distributor’s support in branding
By Greg Robins
Greg Robins is the VP of Salon Communications, publishers of Salon Magazine, Elevate Magazine and the Contessa Awards. For over 25 years, Greg’s been advocating for professional stylists and salon owners through business-building content in Salon Magazine.
With a proven track record in implementing social media strategies that work, Greg can speak to the value of salons can gain with the proper campaigns on social and digital.
Greg has worked with salons and manufacturers to gain momentum in this industry, many of them going on to enjoy major success in the industry. He’s taught at Ryerson University and the Academy of Design and has spoken at Langara College.
British Jewellers' Association, "Growing your Business" seminar 25/07/2013The_BJA
The BJA recently held a “Growing Your Business” seminar at its Vyse Street offices that was open to both members and non members. Aimed to cover a wide range of topics all with the purpose of providing useful and practical business advice, the event attracted over 40 guests, who listened to presentations from a variety of jewellery industry stalwarts and industry experts.
This presentation was used by Anaz Kabeer at Headstart Startup Saturday Kochi on June 13th 2015. The topic for this particular meet was "Getting initial customers".
RAMON RAY: Attract, Sell, Wow - How to Get New Customers and Keep the Ones Yo...techsytalk
Join Ramon at techsytalk LIVE 10 as he shares proven best practices for attracting new customers, generating sales and getting your customers to keep coming back!
For Non-Sales people who need to grow their business, this course was designed for you. A new twist to growing your business by serving with the gifts and talents you have - not selling
British Jewellers' Association, "Growing your Business" seminar 25/07/2013The_BJA
The BJA recently held a “Growing Your Business” seminar at its Vyse Street offices that was open to both members and non members. Aimed to cover a wide range of topics all with the purpose of providing useful and practical business advice, the event attracted over 40 guests, who listened to presentations from a variety of jewellery industry stalwarts and industry experts.
This presentation was used by Anaz Kabeer at Headstart Startup Saturday Kochi on June 13th 2015. The topic for this particular meet was "Getting initial customers".
RAMON RAY: Attract, Sell, Wow - How to Get New Customers and Keep the Ones Yo...techsytalk
Join Ramon at techsytalk LIVE 10 as he shares proven best practices for attracting new customers, generating sales and getting your customers to keep coming back!
For Non-Sales people who need to grow their business, this course was designed for you. A new twist to growing your business by serving with the gifts and talents you have - not selling
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
Sticky Business- make what you do STICK. Referrals, Farming, ListingsKim Knapp
Learn to create and implement an effective customer centered business plan, increase sales and master successfully vetting and assembling a team who will exceed customers’ expectations. Learn tools for managing and successfully understanding different types of customers. Transition yourself from a salesperson making cold calls to a trusted professional. Past customers become advocates and raving fans. Learn repeatable building blocks for creating a referral-based business starting now. That only comes when you know what it takes to create a RAVING FAN.
Raving Fans are everywhere including social media. Master Social Media as a Real Estate Professionals and understanding the do’s and don’ts. How to use the latest social media technologies, such as Facebook, Twitter and Instagram, create an online presence vital to reaching today's hyper-connected consumers. Master successfully engaging with customers and peers. Learn the meaning of viral, sticky and how to speak the social language. Don’t get lost in the black hole of social media. Know when to play and when to walk away. Demonstrate to consumers you use the most advanced real estate technology to provide exceptional service.
Discover the importance of comprehensive seller systems. Improve the customer experience, increase business and find more balance. Learn rapport building skills and how to better understand the Seller’s needs. How to successfully set expectations, including establishing everyone’s role in the transaction. Learn the most important qualities Seller’s are looking for and the most common concerns when choosing a real estate professional today.
5. If you really take a look at your
day, you are selling all the
time...your ideas, your
products all for the betterment
of a client!
...Your spouse, kids, friends.
6. Focus Today
• Change Of Attitude from Selling to Serving
• Refocus from thinking less about you, to
sharing the GOD given talents you have
and thinking more about others...and
getting paid
• How To Be a Rainmaker - Tactics
8. Attitude Adjustment
• Nobody likes negative people - Smile, Be
Positive, Be the Light in someones day
• Moody people don’t draw a lot of friends
or customers
• Be a solution, not a commodity or vendor
• Be That Person people call for help -
servants heart
9. Brand You
• Be confident in the GOD Given Gifts and
Talents you have
• Be Passionate Be Energetic - Your
prospects will feed off of it
• Provide the Right Solution - You may NOT
Be the Solution today - Be a Resource
• Be Real -Be Honest with who you are
10. Sell Yourself First
• You Are The Product - Why should I buy
from you?
• Do people listen to your opinions?
• Do people Trust you?
• Are you Knowledgeable about your
industry?
• Do You have your customers best interest
at Heart?
11. Most customers think all
salespeople want is to SELL
them something they don’t
need or want to get their
money...
How Do We Separate Ourselves From
This?
15. The Appointment
• Introduction and “brief” description of your
company
• Learning and understanding your prospect’s
company - do your homework
• Seeing if there may be a good fit - May Not
- Ask relevant questions
• Close the Sale or Schedule next step*
17. It’s Not About You
• Ask Questions about your Customer’s
needs - You are there to Help them
• Listen, Listen, Listen
• Provide Ideas, Potential Solutions - Even if it
is not you
18. Whose Side Are You
ON?
• Don’t try to overcome prospect
Objections - Consider all options
• Be there for your prospect to review all
options - Considerations
• If your prospect is talking with you that
means you are on the Same Side Of The
Table
19. Sometimes,Your Product or
Service Is Not Going To Be The
Right Solution. This Time
They Will Remember You
Because Of Your Honesty And
Willingness To Help.
21. Rainmaking - Target?
• Who is your Audience - Industry,
Company, Decision Maker
• Do your homework - Research your target
audience
• Why should they buy from you?
• Why do I want to help them? How can I
Serve them?
22. Rainmaking Tactics
• Dialing and Smiling - Never Cold Call
• Organic Growth - Ask your client how you
can help - Bring Ideas
• Referrals from clients
• Networking
• Social Media (LinkedIn, Blogging, POV)
• E-Mail Marketing
23. Rainmaking - The Hunt
• Set an appointment everyday to prospect
• Treat Yourself as a Client
• No excuses
24. Rainmaking Tools
• Keep a Database ACT (PC), FileMaker Pro
(Mac)
• Laptop, iPad with Portfolio
• Business Cards w/cell + office, e-mail
• Your Voice - ASK
25. Recommended Reading
• The Sales Professionals Playbook - Nathan
Jamail
• Sell Yourself First - Thomas Freese
• The Invisible Touch - Harry Beckwith
• How To Become A Rainmaker - Jeffrey Fox
• Little Red Book of Selling - Jeffrey Gitomer
26. Thank You...
Now Go Serve
Someone and Grow
Your Business
george@propaganda3.com