Should You Accept a New Client? Try This Litmus Test First
As a new salesperson, you could never imagine turning down work. But as your career develops, you may decide that taking on a particular client is a bad move. Here are some times to say “no” or to refer the business to a colleague: You are entering uncharted territory. It is tempting to learn a […]
How to Sell a Price Increase
No customer ever likes to hear about price increases. But, if you handle the situation correctly, you can keep your biggest customers happy and still increase your profits. Here are some tips: Be selective. You may not want to announce an across-the-board price increase. Rather, increase prices only for new clients or for new products […]
Add Props to Your Presentation
According to Andrea Nierenberg, president of The Nierenberg Group, you can add power and pizzazz to your presentations by using props. She shares the following ideas, which cost little but can help you persuade, inform, and educate your audience. Add intrigue.Nierenberg talks about how she taped a $10 bill to the podium. No one mentioned […]
Improve Client Relationships in a Wired World
Since electronic communication has permanently changed business, it’s necessary to take special steps to protect customer relationships. Here are some tips to help you stay in touch in the age of electronic gatekeepers: Schedule face-to-face meetings. Find time to have lunch or to attend an industry meeting with your customers. We risk becoming so work-focused that […]
Don’t Forget the Powerful Sales Letter
In spite of the multitude of communication options available today, the sales letter remains a viable vehicle for reaching your prospects. Here are a few tips to help you revive this “ancient” art to your advantage: Use an arresting headline. Your prospects will continue reading if the first line they see is something like “Outsmart your […]
