Partners in Performance Blog

Intentional Selling: The Conversation You Need to Have

Wakeman-Parsley-Hangout-2014I invite you to listen in on a conversation I recently had about Intentional Selling with Denise Wakeman. This is an important conversation you need to be having about your own selling intentions.

Denise Wakeman, a guru in online visibility marketing, recently hosted one of her ‘Conversations with Experts’ episodes and interviewed me.

The topic was How to Sell with Intention to Create More Results. In our 30 minute conversation we discussed the 6-step sales process I have developed to help entrepreneurs, business owners … Read More

What to Do When Prospects Don’t Answer Your Emails

Email-ResponseWhat the heck do you do when your clients or prospects don’t answer your emails? I get asked this question a lot. It’s especially frustrating when your client initially expressed interest in moving forward with a next step. Now it feels like the opportunity has evaporated into the ether.

What does one do? You don’t want to be a pest and you also want to be persistent in an appropriate way.

For starters, it’s important that you leave strong voice messages and write effective … Read More

Email Persuasion Tip #3: Use a Recipe to Write a Clear Message

Recipe-for-EmailsWriting effective emails is like following a recipe when cooking. In my younger years I told my sister I wasn’t a very good cook. Her response? If you can read, you can cook. All you have to do is follow a recipe. I’ve learned over the years this is true.

Using a recipe is not only for cooking but also for sales communications…sales meetings, presentations, emails, voice messages. That’s why I love to use templates.

Here is the template for constructing persuasive emails. Why … Read More

How to Get All Your Client Emails Opened

Hand from a monitor screen holding e-mail letter Vector

How can you make sure all your client emails get opened? Put yourself in your clients’ shoes and think about what goes through their minds.

“Why should I open this email now?” This is the question that your clients and prospects ask themselves each and every time they face their mountain of emails each and every single day. How can you make sure the emails you send to your clients get opened every time?

Email best … Read More

Referral Tips: How to Ask a Client for a Great Lead

Generate-LeadsThis is the third post in a series on referral marketing. In our first post, 3 Reasons You’re Not Using Referral Marketing for New Leads, we explored how our mindset gets in our own way. We then focused on when to ask a client for a referral and the importance of specificity. In this post we’ll look at how to ask a client for a referral, so that it actually turns into a great sales lead.

Early in my career, I used to marvel at ‘Susie’ who was consistently the top sales … 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

Use Stories in Presentations to Persuade

Stories-in-presentationsIf there’s one thing I’ve learned in my years teaching and coaching better presentations and sales, it’s this: Stories persuade. Using stories in presentations capture the audience’s attention. Stories engage our emotions. They make us want to take action. They make us want to buy: stories sell.

I’ve seen it time and again. My clients in the financial services industry love their numbers and understandably so. But the most successful presenters move beyond facts and figures which aren’t as memorable as narrative They bring … Read More

Presentations that Persuade: Stories Drive Action!

A guest post by Dr. Patsi Krakoff, author of the blog WritingontheWeb.com and writer/editor of Content for Coaches and Consultants.

Presentations can be really good and still not generate any action from the audience. Why is content marketing and persuasion so elusive, and what can you do drive results, to set people on fire?

When it comes to making a presentation, most professionals start from their point of view. Of course, who wouldn’t?

“We’ve got a state-of-the-art 128-bit secure site, offering the best rates on the Web.”

While this business professional … Read More