Recently I read an Article in the Customer Collective by Kevin Eikenberry that spoke to the idea that as we engage with
customers it is important that we ask the question, “What do you expect?” We often engage with clients and colleagues and we don’t ask what do you expect we make assumptions. And Eikenberry’s
advice was to ask this question early in the buying process so that everyone is on the same page.
Yesterday I was reading Forbes on line and …
For a long time I thought that Social Media and online communities like Face Book, Twitter, etc were just for people with nothing else to do. However, I heard enough about it from people I respected
that I dipped my toe in several months ago. The way I dipped was on Face Book, Twitter and Linked in.
I also started to follow individuals and engaged them on line. Essentially I said “Hi, I Like your material.” And just like in our day to day world some responded and some did not. At the same
…
How often have you lost a sale to a competitor that you know you could out-perform? How did you respond? Did you blame the “stupid buyer?” Or,
perhaps you affirmed that the competition lied to get the business? What if you stepped back and asked yourself, “Why would they have bought from me?”
I have observed hundreds of sales calls and selling cycles in my career. And, I have seen sales won and lost by the intention of …
My wife was on the phone today with Capital One regarding a disputed charge. While on the phone with (Lets call her) Jenny, my wife learned that Capital One is the only credit card that does not add
a surcharge when traveling out of the country and that because there are no blackouts or time restrictions there are card members that have over 2,000,000 miles.
Let’s look a little closer. Jenny was helping my wife with the dispute. She also passed along two value added pieces of information clearly differentiating Capital One from the …
In my last post on the subject, I shared several ideas on how the non-networker could become more comfortable at a networking event (LINK). We get prepared by:
– Knowing who we want to meet
– How we will introduce ourselves
– How we will create a few moments of connection by having some prepared questions that are not “salesy”.
In this post, I want to share how we can deepen these connections so that the people you meet will become friendly towards you and want to help you. …
You are a small business owner and you know you need more customers. You have heard that Networking Events can be a good place to meet people and get leads for your business. The only problem is; you
are uncomfortable around people. Maybe you don’t think you can have meaningful conversations or perhaps you are afraid you have to sell.
Here are some ideas that I have gathered from over the years that may be of some help.
First, prepare for the event:
– Try to find …
