Maximizing Your Potential!

Let’s face it, all of us would like to make more money. Perhaps we’d like to buy a new car, or purchase an investment property, or maybe, take a nice vacation. It’s possible that what you really want is a ton of referrals.

If you really take a hard look at the above list, you will note that all of these things are an Inflow, they will somehow benefit you. One of the things I ask my clients to do when I cover this specific topic in my seminars is the write the word, ‘Desire’ in parentheses above the word, ‘Inflow’ in the above equation and the word, ‘Interest’ above ‘Outflow.’

In case you didn’t know it, genuine interest in your client or prospect is the cheapest form of outflow you can make.

What is wild about this is that if you are dealing with a client and all you are thinking about is the commission you will earn when you close the deal, no matter what you say, the client will instinctively know that all you really care about is that darn commission and they will fight you every step of the way.

However, if you really care about the client, and do NOT look at them as a big dollar sign, they will feel this and be much more willing to work with you to overcome any objections they may have.

The next time you meet with a client, be very certain that you like them and can be interested in helping them achieve their goals. Be willing to walk away if this is not possible.

You will both be happy that you did!

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Fact: It costs 5 to 8 times more to get a new client than it does to keep an existing client.

Fact: A happy client will tell 2-3 people about you and your awesome product or service. An unhappy client will tell as many as 10 people how dissatisfied they were with you and your service.

With that in mind it is extremely important to keep your existing clients very happy. Here are 10 sure fire ways to do that!

1. Confidence is the ultimate ingredient in selling – Your client must understand that he can count on YOU, not some customer service rep within your organization. They must feel confident that you will be there for them, reassuring them that they were right to put their trust in you.

2. Take entire responsibility for your client – Once you have closed the deal, tell your client that NOW is when your job starts. Too many salespeople consider that the job is done once all the paperwork is signed and the money is collected. Bbut top salespeople consider that they’ve only just begun!

3. Communicate regularly with your clients, current and past – Regular follow-up is imperative. Whether it is faxes, phone calls, emails or a visit, you need to stay in touch with all of your clients. I recommend mailing monthly and calling quarterly. It’s truly up to you. The main thing is to be consistent!

4. Have your happy clients sell you to others – Always check with your client to ensure that you are exceeding his/her expectations. If you are, ask for referrals. If you aren’t, find out why and get back on track with them so that you can get referrals on the next visit!

5. Always confront and handle ANY upset which occurs – Never let a client stay unhappy with you and your product or service. Find out what is going on and handle it immediately!

6.Keep informed and interested in your clients – Know what’s happening in the market and share that information with them, especially if you feel it will help them grow their business.

7. Avoid ‘false sales’ which can crash your morale – If your newly acquired client suddenly has second thoughts, find out what is going on immediately and take them back to their original reasons for moving forward. Never let them go, if they were closed once, they can definitely be closed again!

8. Make your customers your ambassadors - Don’t hesitate to ask for referrals and be sure to get a testimonial right there as soon as you close the deal. You’ll be glad you did!

9. Keep your database updated – as soon as a client changes there email, mailing address or numbers, be sure you take the time to update your records. You’ll be glad you did. I have been guilty of this one and could kick myself as I lost the data and have lost touch with someone I really cared about!

10. Remember: Communication is the universal solvent – It is your greatest success tool -  this thing called communication. Use it to help you and your clients and you will never go wrong. The wrong thing to do is nothing. Whenever an upset occurs find out why immediately and talk through it until there is resolution! You and your clients will be happy you did.

Good luck!

Technorati Tags: Confidence, Crash, Current, Customer Service Rep, Emails, Faxes, Job, Money, Mor, Organization, Paperwork, Phone Calls, Referrals, Sure Fire, Top Salespeople, Unhappy Client