Here are four revenue growth actions you can implement this week: Go back to five people who told you know in the last six months, and call them on the phone. Follow up on five quotes or proposals where the prospect has gone silent. Ask five reverse did you know questions: “Tom, what else are
One of the best things you can do in your pursuit of growth is to systematize it. Like the automatic deposit into your retirement account (which many times would not happen unless it was automatic), look for opportunities to automate your communications with customers and prospects. Also, register for my free, live Q&A webinar on March 1 here.
Last week I keynoted a 1,000 person conference in Chicago. During one of my ensuing breakout sessions, an attendee raised her hand and made an argument for collecting testimonials by email instead of by phone, as I teach. Some of you have seen me have this conversation, but it went approximately like this: Audience Member:
The first days of a new diet are easy — it’s day 26 that’s hard. New year’s resolutions are easy during the first week. It’s the fourth week, or the 14th week, that’s hard. Starting is easy. Grinding is hard. Thing is, success comes with repetitive actions over a long period of time. The grind is
The customer is happy to give us testimonials, but we do not ask, because we are afraid of rejection, or offending the customer. The customer is even gratefulto be asked — I constantly hear “thank you for including me in this” from the customers of my clients as I gather testimonials from them — but we
Alex Goldfayn discusses the power of bringing hope and possibility to your customers
Here’s an interesting psychological phenomenon that I’ve observed among experienced salespeople: We confuse thinking about something a lot with actually doing that thing. It’s why people often tell me “I’m already doing that,” when it comes to asking for testimonials and referrals, or following up on quotes and proposals. The conversation that ensues often goes something
Around two or three years into the job, many sales people begin a slow transition to taking orders rather than selling. That is, in the early years when there is no business, the job is to find new customers, build up the base, etc. Once that’s done, the phone starts to ring. We must take
Here are 10 phrases that will help you sell more. Say them to customers and prospects. I’d like to help you in this way too. We have a customer similar to you, and here’s what they did. Who do you know like yourself? We also have… Did you know…? I was thinking about you. I value our
Alex Goldfayn discusses “wow” events and how they can grow your sales.