FREE! 6 Must Have Relationships to BossUp your flow
of clients and cash.
As entrepreneurs we have so much to do. I don't know about you but it can be overwhelming and frustrating. When frustration sets in it creates procrastination. I've tried several things to keep my productivity high. Check out this article that has some great tips to be productive.
Be a Boss,
Persistence is a virtue; so is prudence. Winners never quit and quitters never win, right? Persistence is important, but how much persistence is too much?
You can be persistent without being a pest. Seventy-five percent of salespeople quit on the first “No.” Another 5% quit on “No” number two. The goal is not to hear three “No’s,” but why quit when you face resistance?
A purchasing agent once clarified for a group of salespeople the difference between pushy and persistent. He said, “If you press for an order after I say ‘No’ because you need to sell something today, you’re pushy!” “If you press for a commitment when I say ‘No’ because I really need and should buy your solution, you’re persistent.” It has everything to do with your motivation. Are you persisting for the customer’s benefit or pushing for your benefit?
Prudence is your knowing when to walk away from a piece of business. Too many salespeople persist ad infinitum because they don’t know how or when to walk away. They call on a buyer too many times because they have convinced themselves that one more call will do it. These salespeople have become pushy beggars.
The time you waste calling beggar accounts is time you could have spent pursuing more viable business opportunities. The buying point varies by industry and type of sale, but in your gut, you know when a buyer is stringing you along. When you reach the begging point, change strategies. Change call frequency and follow up by phone or email. When a viable opportunity with this buyer surfaces, you are still in the loop but have not wasted your sales time calling endlessly to reach this point.
Successful salespeople persist. The most successful salespeople persist prudently.
Share your thoughts on this article below.
Becky A. Davis
Article written by Tom Riley (some revisions by Becky). To learn more about sales go to www.tomrileytraining.com.
Everyone wants clients who have no problem paying for their product or services. But why is it so hard to find those people? I have learned that there are some specific things that you must do to attract a high-end client. I want to share with you five ways to attract high-end clients.
1. Pricing for Excellence
Providing economical or budget-friendly solutions is great, but if you wants to appear thoroughly competitive and professional, the price you charge should always reflect quality and extreme value.
High end clients do not care for cheap provisions -- they do not trust them.
If you have prime services and products and you are the best, and seen as an expert in the business in the mind of high end clientele, you should not be cheap.
2. Quality Brand
Quality will attract high end clients.
You need to have attention to details that they notice. Things like a well designed site, quality photos, even the quality of the paper on your printed materials are all very important details. You must present yourself professionally as well.
Their experience must be the best that money can buy. You must roll out the red carpet for affluent clients to feel comfortable with you and your brand.
3. Special Perks for Premium Clients
Put a lot of thought into the bonuses and special privileges to that you can throw in for big accounts.
These perks are great manifestations of the business's fine taste and effort to take care of big money clients.
The key is to add things of high perceived value, that act as a "sandwich" to your main offer.
Think of your main product as the "meat" of the sandwich. To complete your sandwich, you want to include bonuses that become the "bread" of your sandwich -- one for below your meat, and another that goes above it.
The "bread on the bottom" is a bonus that addresses something that may be preventing your ideal client from using your service.
The "bread on the top" is a bonus that you create related to your main offer that your clients use after you deliver it, to enhance the results.
4. Superior Customer Service
Customer support or service is a clear reflection of quality operations; be classy, eloquent and consistently ready to help because high end clients are used to being put first -- they do not like to wait.
I cater to my clients, so that they "feel" special and they know that I have their best interest at heart.
High-end clients expect superior customer service.
5. Lead Generation
Authority based lead flows are from sources where you demonstrate your expertise in a certain area. This could be things like a weekly podcast, blog, teleconference, webinar or even a book.
In my bi-weekly teleconference call, we create content that specifically addresses the needs of our target prospect, which are career women that want to transition from employee to entrepreneur and veteran small businesses that need help getting to the next level.
By giving them this content, you position yourself as an expert that understands their problems and can help them.
The other route is to develop a "trip wire", a low cost product that can introduce a new customer to you and your business. The key is to keep the price low, so there is not a possibility of price objection.
This will build a strong relationship, and result in attaining premium clients.
Remember that high-end buyers are not looking for quick fixes, hacks or tricks. They want quality.
They want you to move them, serve them, and show them they are unique and special.
Make sure that you are being yourself with your clients and allowing your authentic personality to shine.
The days of overly professional etiquette are out of style. People buy from real people, so show your brilliant self and give your client what they want most.
Automation is key once you generate a lead.
Becky A. Davis
From my observations of working with great leaders and my many years of observing and working alongside other entrepreneurs in life, I've come up with what I believe are the three characteristics among successful entrepreneurs.
I was asked, "What does it takes to be a great entrepreneur?" My answer was, "The only difference between being good and great is my belief that I am going to be." When I fail, and I do, I keep getting back up.
Successful entrepreneurs are the same. Failure never stops them.
They believe with every ounce of their being that it's not a matter of if, it's a matter of when. There is no doubt in their mind that they're going to succeed.
Some people mistake this for delusion. Entrepreneurs call it conviction.
When someone asks me for advice, the first (and sometimes only) thing I tell them is to "Always Stay Curious" (ASC). Curiosity breeds knowledge and knowledge breeds wisdom.
Successful entrepreneurs are constantly asking questions and learning from others.
They're never satisfied with what they know, and believe that knowledge is power.
They know when it's time to listen and they do it with purpose.
Curiosity is what allows them to take risks and try new things.
Interestingly, the combination of these two characteristics enables entrepreneurs to make decisions fearlessly.
I asked an executive while still working in corporate America, what advice he would give me to continue to grow and develop. He said, "Never take no for an answer." I was surprised because I'd asked him about a new idea and he said not at this time.
He told me, that I should have asked again, and again if I really believed in my idea and how it would help leaders. Sometimes no is to test your commitment, so don't settle on it right away.
Or is it because men are continually applauded for being ambitious and powerful and successful, but women who display these same traits often pay a social penalty? Female accomplishments come at a cost. Are you willing to pay that cost or are you afraid?
Fear is at the root of so many of the barriers that women face. Fear of not being liked. Fear of making the wrong decision. Fear of looking stupid. Fear of sounding stupid. Fear of making someone angry. Fear of losing. Fear of drawing negative attention. Fear of overreacting. Fear of being judged. Fear of failure. Fear of success. Fear of being a bad mother, parent or wife.
I know I'm not the only woman one who has felt these fears. Well let me share with you, what I've done to push past my fears when the come, and they will come.
Fear will never go away or leave you forever, but if you know what to do when it comes you are more likely to win.
Guess what, you can do just as much with fear as you can do if it didn't exist.
I'd love to hear your comments below.
Becky A. Davis
Growth Accelerator Expert
Becky Davis, The Chief Bosspreneur, is a success coach trainer who helps heart-centered women entrepreneur's startup, shoot-up and lead up their business while staying authentic and true to their values. She helps entrepreneurs accelerate their growth using her innovative and effective Cracking BOSS Code System. Go to www.beckyadavis.com to learn more.