Hi Champ!

In the last post we talked about three more ways you can work on maximizing your current resources. They included:

• Reveal your business’ soul
• From breaking even to breaking the bank
• Stand up and stand out

Today we’ll talk about the last three areas you can work on to maximize your current resources. They are:

• An offer they can’t refuse
• Would you like fries with that?
• Stay away from the edge of the cliff

An Offer They Can’t Refuse

The secret to success is to stay ahead of your competitors- maintain the competitive edge. To do that you need make it easier for your customers/clients to say “yes” rather than “no”. You do this by eliminating all the psychological, financial, physical, emotional and other roadblocks they may have.

You can take the risks for them by offering warranties and guarantees that make the customer feel more confident in you, your business and your products/services. You also must be serious about your...

Hi Champ!

Last time we talked about the first three areas to work through in maximizing your current resources. They were:

• Recognize the obvious
• Unconventional breakthroughs
• Face the facts

 Today we'll cover the next three, which are:

• Reveal your business’ soul
• From breaking even to breaking the bank
• Stand up and stand out

Reveal Your Business’ Soul

Every business has a soul and you likely felt it the strongest when your business was just starting. It’s that passion, newness and momentum you had at the very beginning. Sometimes that can get lost along the way as your business gets stagnant and set in its ways. You have to break out of that rut and get back to your business’ true soul.

The philosophy of putting your client’s needs above your own is the true key to success. You need to serve your clients not sell to them. They want to build a relationship based on trust, not a used car. Add to these responsibilities your ability to solve...

Hi Champ!

Over the next few posts we’re going to talk about how to take a hard look at your current resources and get the most out of them. This can help your capital go further and increase your profit margin.

Today we’ll cover three different ways to maximize what you already have. These include:

• Recognize the obvious
• Unconventional breakthroughs
• Face the facts

Recognize the Obvious

Sometimes when you are too close to something, you can’t make out the big picture. You need to step back and really take a hard look at the resources you currently have in front of you. You are surrounded by opportunities that can boost your career and help your business become more successful.  Quick wins can come from focusing on the following.

• Safety
• People
• Cleanliness
• Accounts Payable

Unconventional Breakthroughs

Don’t sit around waiting for breakthroughs you need to create them yourself. A breakthrough is merely a new way of doing things or finding a new...

Hi Champ!

The last 2 posts covered the first four of the killer mistakes you can make that will not only make you lose a big client, but possibly your entire company. Today we’re going to talk about the fifth killer mistake: Up Cash Creek Without a Paddle.

Even when business is good there’s still a chance of running out of cash flow. You have to always be prepared for a slow in sales or a surge in expenses. One of the keys to balancing your cash flow is to get your clients to pay on time. This can seem like a nightmare, but is absolutely essential to a successful business.

Here are some tips to speed up the payment process:

• Always send invoices on time and adjust your records for potential audits.
• Learn how the client processes payments on their side and find out precisely where to send invoices.
• Find out who’s in charge of processing orders and payment, so you know who to contact if needed.
• Have a follow-up procedure in place, just in case.
• As a last resort, call...

5 Killer Mistakes - Part 2

In the last post we covered the first two of the 5 biggest mistakes you can make in dealing with big clients. Today we’ll cover the third and fourth ones:

#3 Taking on More Than You Can Handle.

When you take on too much, your business can’t keep up and therefore you can easily lose control of everything and find yourself barely functioning. You want your business to be successful, no doubt, but you need to have a plan for how you will handle the growth. Your clients expect great customer service and highly quality products/services, they don’t know or care about your behind the scenes operations to get those things done.

• Look for these signs that you are taking on more than you can handle:
• Clients’ needs aren’t being met.
• Employee morale is low, clients are upset and you’re in a panic.
• You have to react in emergency mode to save accounts.
• Your current clients are suffering from trying to keep up with new business.
• ...

There are 5 big mistakes you can do that will kill a deal with a big fish. They are:

1. Not meeting the client’s expectations
2. Mishandling a client crisis
3. Taking on more than you can handle
4. Putting all your eggs in one basket
5. Up cash creek without a paddle

Any one or combination of these can not only kill the partnership, but have the ability to take down your company as well. We’re going to take a bit of time to talk about each one of these, in this lesson we’ll cover the first two.

Not Meeting Client’s Expectations

It’s essential you give your client’s exactly what you promised during the negotiation portion of your relationship. If an event does happen where there is no way to meet the client’s expectations, not only do you have to find a way to fix the situation, but you also have to find out where it all went wrong.

A couple of things could have contributed to this problem:

1. Bad salesmanship. This could mean the salesperson was trying too...

Hi Champ!

In the last post we talked about negotiating with your big fish and how to nurture and build on the relationships you are creating. Today we’ll talk about the power your advocate or internal champion has and how to utilize that for your benefit.

One of the most important aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company and who needs to stay loyal to you for you to continue a profitable partnership. You can keep your champion going by offering or doing a number of things to show appreciation. Some of these things are:

• Share the limelight.
• Connect them their company with new products and services.
• Emotionally connect them to your company- You both win together.
• Know when to go the extra mile to help and when to leave them alone.
• Extend your services to help their extended family.
• Stay on the front lines and help to build team members up.

Now that you have some ideas of how to build solid relationships,...

Hi Champ!

There are a few things you need to do and consider to prepare for a face to face meeting:

• Set clear goals for what you want to accomplish in the meeting.
• Anticipate potential concerns from the client.
• Check to make sure you are completely prepared by researching the prospect personally and professionally on social media and news sources.
• Listen more than you talk. Prepare your questions beforehand.
• Bring support staff with you.
• Use and respect the clients’ format.
• Always follow through.
• Ask for what you need and seal the deal.
• Simplify your prospects life.
• Find ways to boost your credibility.
• Build and nurture relationships.
• Learn from “no” if you get one. Find out what didn’t work so you know how to change it for the next time.

These are all important things to do both before and during the sales process. With confidence behind your company and product you will catch that big fish.  As you move forward from first meetings to more in...

Hi Champ!

In the last post we talked about making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to talk about a key component outlined in our book Sell Like A Champ that will help you land the big fish.  Knowing your preferred behavior style and having high levels of EQ will help you understand the personality of your prospective big fish.  Higher levels of EQ help you understand if and when modifications are needed to build trust and rapport quickly.  Or, if you are not the right fit, match the right salesperson to the big fish.

You need to:

1. Know Yourself (You must know your own preferred communication style)
2. Profile your salespeople’s personalities and behavioral styles.
3. Match the right salesperson or modify your communication and behavioral style to your target fish.
4. Know where you are in the sales process.

Where are YOU and the Prospect in the Sales Process?

To be a sales...

Hi Champ!

In the last post we talked about how to learn about your big fish and prepare for the first contact you’ll make with them. This first contact is essential to your success. You need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise.

Today we’ll actually go through an approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose with big fish you’re going after. Take a look at your notes and the research you’ve done about prospective fish. Then decide which one will bring the greatest return with the highest probability of success to start out with.

There are a series of things to go through in choosing which fish to start with. They are:

• Your Value Position or Brand Promise
• Compile Your Ideal Target List
• Select the Best Target

Position Your Business

You need to position your...