Partners in Performance Blog

Client Sales Meeting Failures: The #1 Cause

Client-Sales-Meeting-MistakesDo your client meetings sometimes get derailed? It’s probably because of this one flaw in your sales process: the way you opened the meeting. You have to take control both at the start by setting the context of the meeting, as well as at the end, wrapping up with clear next steps.

I see this failure to open and close meetings properly happen all the time. And I know you do too. This one thing is done so poorly and inconsistently in client sales meetings, that it’s a #1 cause of “no … Read More

Ask for a Referral from Your Client: Have Good Timing & Be Specific

Referrals-WelcomeWhen is the best time to ask for a referral?

When you have delivered value and have demonstrated your abilities to impact behaviours and results, then you have earned the right to ask your client for a referral.

This can happen any time during a client engagement:

When you’ve delivered a great idea When you’ve had a great consulting session When they express appreciation for your work Most certainly the end of a successful project is a natural moment to ask

You would never forget to send a client the invoice for … Read More

3 Reasons You’re Not Using Referral Marketing for New Leads

how to get referralsThe most streamlined source of new business is to develop opportunities with existing clients, including asking them for referrals.

Event marketing, email marketing, research marketing, social media marketing are all excellent strategies for getting new leads for sales. But by far, one of the most under-utilized source of new business: referral marketing.

According to a study titled “Referral Programs and Customer Value” (published January 2011 issue of the American Marketing Association’s Journal of Marketing), customer referral programs are indeed a financially attractive way for firms to acquire new customers.

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Sales Follow Up: The One Thing Most Sales People Can Do Better

“It’s all in the sales follow up.” This is the mantra I hear repeatedly from several clients I work with in the financial services industry. The sales person calls on financial advisors and brokers to provide advisory support and promote their financial products.

But without timely, value-added follow up, any opportunities that may have been uncovered in the sales meeting disappear into the ether. Without excellent follow up they don’t ‘land the plane’ and results aren’t achieved. Without doubt this applies to every B2B sales person in every industry.

What I find astonishing is how inconsistently this last critical step … Read More