Category: Startups

Get Out Of The Rat Race Maze!

Posted on by Tom Kavanaugh, MA

Rat Getting Out Of The Maze

Get Out of the Rat Race

We’ve all worked jobs we hated. We were underpaid, underappreciated and bored out of our minds. We either quit these jobs or were fired for poor performance because we just gave up. Instead of taking that approach you need to consider every job an opportunity to learn something new that you can apply down the line to find success.

When you give people the tools they need to come up with unordinary solutions, you are enhancing their lives for the long run. You need to take this approach. What if one of your terrible jobs had been one with no pay at all and you needed to come up with some ingenious ways of making money? I bet you could have found a diamond in that rough. This idea can also be used in your own company.

Now, I don’t recommend going into the next meeting declaring that no one will receive pay anymore, but you can tell them that their potential raises, bonuses and other perks are now dependent on their creativity in ways to enhance business.

Let’s talk about a great concept called financial literacy. This certainly isn’t something they taught you in school but is still essential to know. So, what is financial literacy?

The old school way teaches people to be good employees and not employers. This mindset will never make you wealthy. You need to focus on becoming a good employer. You also need to learn how to not only attain wealth but sustain wealth for generations. This is what financial literacy is all about.

So, how do you get out of the rat race and start working toward a wealthier future? You need to understand the difference between an asset and a liability. Take a look at your own life and you’ll probably find the following:

Assets

  • Real Estate
  • Stocks
  • Bonds
  • Intellectual Property

Liabilities

  • Mortgage
  • Consumer Loans
  • Credit Cards

You’ve probably been fooled into thinking things like your house, car and entertainment system are assets. They aren’t! Assets should be continuing to MAKE you money. When you continue to struggle, you are not building wealth. If you’re primary income is from wages and each time you make more money, you pay taxes-you’re not really creating wealth either, are you?

So, if buying a house isn’t an asset (and it’s not because you spend about 30 years of your life paying it off), then what is. Here are some of the best assets to attain and when you can start to actually see wealth being created because of it:

Average time of holding on to an asset before selling it for a higher value:

1 year

  • Stocks (Startups and small companies are good investments)
  • Bonds
  • Mutual funds

7 years

  • Real estate
  • Notes (IOUs)
  • Royalties on intellectual property
  • Valuables that produce income or appreciate

So, here are the steps to getting out of the rat race and onto your journey of creating wealth:

  1. Understand the difference between an asset and a liability.
  2. Concentrate your efforts on buying income-earning assets.
  3. Focus on keeping liabilities and expenses at a minimum.
  4. Mind your own business.

We went through the first three and next time we’ll talk about how to mind your own business to keep your eye on the prize.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Put Word Of Mouth Marketing To Work!

Posted on by Tom Kavanaugh, MA

Hard Work vs Easy Monty

Put it to Work!

In the last post we talked about how to conduct word of mouth research and then put that research to work. Today we’re going to give you some great tried and true ways to use word of mouth when building and executing your campaign.

We’ve done it in a list form, so you can go through and highlight the ones you want to put into action. These are offered by George Silverman which you can find in his amazing book The Secrets of Word-of-Mouth Marketing.

Here they are:

  • Give them something worth talking about
  • Cater to your initial customers shamelessly
  • Give them incentives to engage in word of mouth
  • Ask them to tell their friends
  • The customer is always right
  • Always tell the truth
  • Surprise the customers by giving them a little more than they expected
  • Give them a reason to buy, make them come back and refuse service from anyone else other than you
  • Make eye contact, and smile, even through the telephone
  • Find ways to make doing business with you a little better: a warmer greeting, a cleaner floor, nicer lighting, a better shopping bag, extra matches, faster service, free delivery, lower prices, more selection.
  • Never be annoyed when a customer asks you to change a large bill even if he doesn’t buy anything.
  • The customer is your reason for being. Never take her for granted. If you do, she will never come back, and will go straight to your competition.
  • Always dust off items, but never let the customer see you doing it.
  • Never embarrass a customer, especially by making him feel ignorant.
  • Never answer a question coming from a desire to show how smart you are. Answer with a desire to help the customer make the best decision.
  • Never shout across the store, “How much are these condoms?” or anything about the personal items a customer is buying.
  • When you don’t know, say so. Do whatever you can to find out the answer.
  • Every customer is special. Try to remember their names.
  • Don’t allow known shoplifters into the store.
  • Don’t ever let two sales staff talk when a customer is waiting. The worst thing you can do is count your cash while a customer is waiting.
  • If you can suggest something better, they will be grateful. Always respect their choice.
  • Never pressure anyone into buying anything.
  • Never knowingly give bad advice. Just help people come to the right decision.
  • Personally visit the store of the competition or assign people to visit and report back to you.
  • Hire a shopping service to prepare periodic reports on how your people are treating your customers.
  • If you hear of a store where the management is insulting the customers, buy it, then put up the sign “Under New Management” outside. Then sell it later based on the increased sales.
  • One expert (in the drugstore’s case, a nurse or physician) who is convinced you are better brings hundreds of customers and their friends through word of mouth.
  • Always look for ways to make a stranger a customer.
  • People will walk several blocks to save a dollar, or see a smile, or be treated right.
  • Always run a sale promotion or an offbeat event. Make them come back to see what you are cooking up next.
  • Use the best sign-maker you can find and pay him more than anybody else.
  • If someone is mad at you, they will tell everyone who will listen for as long as they are angry, maybe even longer. So correct any dissatisfaction, and ask customers to send their friends.
  • Treat your employees and salespeople who sell to you the same way you treat your customers.
  • Have a zero-error system. There may be terrible consequences for example, if a mistake is made filling a prescription. Have people check each other’s work for safety.
  • Occasionally make intentional mistakes to see if people are checking.
  • Always measure your performance.
  • Always ask a customer to “come back soon”
  • If customers say they are moving away, offer to send them their favorite items by mail.
  • Tell jokes.

I know this is a lot of information to digest so we’re going to wrap up this lesson and leave you with the homework of going through and taking a look at the tips and tricks you like best. Also, look for tips that fit your company, products, services and target customers for the most effectiveness.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

5 Killer Mistakes That Kill A Deal – Part 1

Posted on by Tom Kavanaugh, MA

5 Mistakes To Killing A Deal

5 Killer Mistakes – Part 1

There are 5 big mistakes you can do that will kill a deal with a big fish. They are:

    1. Not meeting the client’s expectations
    2. Mishandling a client crisis
    3. Taking on more than you can handle
    4. Putting all your eggs in one basket
    5. Up cash creek without a paddle

Any one or combination of these can not only kill the partnership, but have the ability to take down your company as well. We’re going to take a bit of time to talk about each one of these, in this lesson we’ll cover the first two.

Not Meeting Client’s Expectations

It’s essential you give your client’s exactly what you promised during the negotiation portion of your relationship. If an event does happen where there is no way to meet the client’s expectations, not only do you have to find a way to fix the situation, but you also have to find out where it all went wrong.

A couple of things could have contributed to this problem:

  1. Bad salesmanship. This could mean the salesperson was trying too hard to seal the deal and didn’t listen to the client’s needs.
  2. Lack of communication. This breakdown occurs between the salesperson and your operations department.

In order to avoid these mistakes, you need to put a clear plan of action into place that all of your sales staff needs to follow:

        • Think before you speak.
        • Give yourself a break.
        • Perfect your process.
        • Pre-format over-deliverables.
        • Stay hands-on throughout the entire process.
        • Define success.

      Mishandling a Client Crisis

      Crisis’ will happen, but how you respond and fix them will define your company and interaction with your clients’. You need to respond quickly and effectively. This will help you gain even more trust and confidence from your client.

      Some simple tips can help you deal with any client crisis:

          • Take responsibility and apologize no matter who is at fault.
          • Act swiftly and effectively.
          • Step in and take control of the situation.
          • Never point fingers or place blame.
          • Stay in constant communication with your client.
          • Stay calm throughout the situation.
          • Keep your eye on the ball.

      Now, that you know the top two mistakes you can make to kill a big fish deal, you’ll know better how to avoid making these mistakes in the first place and know how to put a plan of action into place in case of a crisis.

      If you need help with any of this, try our FREE test drive to get all the help you could ever need.

      Next time we’ll talk about the 3rd and 4th killer mistake you can make in working with big fish clients.

      If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

      I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

      Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

      Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

      You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

      https://newcoachingstrategies.com/thetruth
      ​
      ​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Multiply on Your Maximizing Resources – Part 4

Posted on by Tom Kavanaugh, MA

Multiply On Your Resources

Multiply on Your Maximizing Resources – Part 4

The last few posts have talked about how to multiply the resources that you’ve worked hard to maximize. So far we’ve covered:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients
  4. Olympic-Size Sales Staff
  5. Open Water Fishing
  6. Call for Back-Up
  7. Go Big Online
  8. Bartering with the Best
  9. Give Away the Farm

Today we’ll finish up this series with the last three ways to multiply your maximized resources. We’ll cover:

  1. Finding Your Pot of Gold
  2. Stay at the Top of Your Game
  3. Wealth from the Inside Out

These areas are all key to keep up the momentum you’ve found in making what you have work harder for you.

Finding Your Pot of Gold

You must always have a goal you’re working toward in order to stay on course. Your goal needs to be something you can attain and utilize your full potential. Don’t be afraid to aim high, just make sure you are clear on what your goal is and exactly what you need to do to get there. You need to continue to hold yourself accountable to your goal and raise the bar as you accomplish the steps to your goal.

Stay at the Top of Your Game

Once you’ve mastered these areas, you need to make sure you are staying competitive and constantly coming up with new ways to use your new tools. Don’t rest on one success when there are more on the horizon. To continue to be successful your business must continue to learn and revolve.

Wealth from the Inside Out

Wealth and riches are defined within yourself, not by your profits or the world beyond. You can use all these strategies in both your business and life to find a greater level of success. When you naturally reflect who you are and what you mean, you will automatically attract the right people to you. This will happen in life and in business.

You are capable of reaching your goals as long as they are well-defined and a solid road is built to them.

Throughout the last seven lessons we’ve talked about how to take a hard look at the resources you currently have right in front of you and maximize them to get the most out of what you already have. Then turning around and multiplying those maximized resources to take them to the next level.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Multiply On Your Maximizing Resources – Part 3

Posted on by Tom Kavanaugh, MA

Multiply On Your Resources

Multiply on Your Maximizing Resources – Part 3

Over the last few posts, we talked about how to multiply the resources that you’ve worked hard to maximize. So far, we’ve covered:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients
  4. Olympic-Size Sales Staff
  5. Open Water Fishing
  6. Call for Back-Up

Today we’ll cover the next three:

  1. Go Big Online
  2. Bartering with the Best
  3. Give Away the Farm

Go Big Online

There are businesses who solely operate online, there are those with only physical addresses and there are those who do both. Those who do both are by far more successful than the previous two. When you take the time to establish an online presence you open up your business to the entire world, through a few clicks of the mouse.

To successfully sell products online, you need to:

  1. Offer high-quality products/services that people want.
  2. Build an attractive, effective website that’s user-friendly.
  3. Generate high-quality traffic at a low cost.
  4. With all these things in place you can find success with you online exposure.

Bartering with the Best

If you’ve ever gone to a yard sale and paid the sticker price, then you need to up your bartering game. Everything is negotiable and you need to take the time to barter with your suppliers. Companies are always open to bartering and when all is said and done you could find yourself saving significantly on the things your business needs to operate smoothly.

Give Away the Farm

Ok, so not literally, but you have to be willing to stay in contact with prospective clients and offer them products and services they are going to need. You don’t know what they need until you offer them everything you’ve got then work with them to put together the perfect package the fit their needs.

When you take the time to put yourself at the front of their minds, they are more likely to work with you going forward. You can do this by offering free newsletters, a free consulting session or other valuable tool.

This wraps up these three areas of multiplying on the resources you’ve maximized. If you’re not sure where to start or are feeling a bit overwhelmed, try our GUIDED TOUR to work with one of our amazing business coaches who can help you navigate these peaceful waters.

Next time we’ll finish up this series with the last three ways to multiply your maximized resources. We’ll cover:

  1. Finding Your Pot of Gold
  2. Stay at the Top of Your Game
  3. Wealth from the Inside Out
  4. If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.
  5. I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.
  6. Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:
  7. Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 
  8. You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

    https://newcoachingstrategies.com/thetruth
    ​
    ​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Multiply On Your Maximizing Resources – Part 2

Posted on by Tom Kavanaugh, MA

Multiply On Your Resources

Multiply on Your Maximizing Resources – Part 2

Last time we talked about how to start multiplying on the resources you worked on maximizing. We covered the following areas:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients

Today we’ll talk about the next three:

  1. Olympic-Size Sales Staff
  2. Open Water Fishing
  3. Call for Back-Up

Olympic-Size Sales Staff

Now we all know you can’t have a sales staff of 10,000 who work around the clock for free, but there is a tool that will do exactly that-direct mail marketing.

Direct mail is a written piece of sales and informative copy that offers information about your company and your products/services to potential customers/clients. You can sales letters, brochures or proposals that can be mailed out to a list of leads.

This approach can not only open your door to thousands of new customers/clients, it can save you thousands of dollars in advertising.

Open Water Fishing

You have to be careful not to waste your time on clients who are simply not interested. You have to focus on bigger fish. Remember, the lessons we talked previously about how you should always be targeting higher-quality prospects.

To do this you have to take the time to research and learn about your potential clients to make sure you are targeting the right companies to work with. Make sure they are companies who will benefit from your products/services over a long period of time.

If you’re not sure where to start in finding big fish clients, go back over our previous lessons or look into purchasing a direct mailing list that specifically targets the clients you need. You can purchase or rent lists with name, title, job specs and contact information. This gives you a jumping off point in finding high-quality clients.

Call for Back-Up

Don’t be afraid of telemarketing. It’s a powerful tool than can be done tastefully and be highly effective. However, keep in mind, when not handled correctly can bring about negative reactions. To be successful with telemarketing you need to use these tips:

  1. Your first line of defense should be mail marketing.
  2. Test before you start a telemarketing campaign.
  3. Set the price for your offer.
  4. Use a progressive approach with your campaign.

Progressive contact helps build trust and allow the potential customer/client to establish a positive relationship with you. These are the progressive steps you should take:

  1. Put your prospect at ease.
  2. Present your offer in a natural, conversational way.
  3. Avoid being argumentative or pushy.
  4. Always be honest.
  5. Perfect your 30-second elevator speech.
  6. Clearly state your name, business name, reason you’re calling and where you got their information.
  7. Offer the benefits of your products and services.
  8. Mention one of the features that back up the benefits.
  9. Ask preliminary questions that gives you information about the prospect.

These step-by-step methods can help you be successful with a telemarketing campaign and avoid a negative response which could stigmatize your business forever.

This wraps up these three areas of multiplying your resources. We’ll continue with this series for the next two posts to give you all the resources you need to get the most out of your current resources.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Multiply On Your Maximizing Resources – Part 1

Posted on by Tom Kavanaugh, MA

Multiply On Your Resources

Multiply on Your Maximizing Resources – Part 1

The next series of posts will cover how to take maximizing resources and multiply them for even bigger results.

In this first of the four-part series we’ll cover:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients

Call in the Troops

Finding and securing new clients can be exhausting and expensive. Instead work with other companies to help you find new clients. Find solid companies with secure, positive relationships with their customers/clients. Also, ensure that their products/services are not directly competitive with yours.

Contact prospective partner companies and talk with them about helping promote your products/services to their clients. Always offer them a commission on the sales that come from their client lists.

Make sure to include these key points in your proposal:

  • Ensure that your products/services don’t compete with theirs.
  • The partnership will not take away from their current or future sales.
  • The partnership will increase their profits.
  • They won’t have to do nor spend anything on the partnership.
  • You will produce all needed marketing materials.
  • You will offer an unconditional guarantee on all products/services.

Bring ‘Em Out of the Woodwork

If you take the time to put together a solid referral system you’ll draw new customers/clients out of the woodwork through everyone you already know. You can start doing this through first showing all your current clients how much you care about them.

Then show them how your products/services can significantly improve their lives or businesses. If you can do this consistently, they will naturally and comfortably bring new clients right to you.

Black Sheep Clients

One of the best ways to rejuvenate business is to find your stray clients and offer them something amazing. First you need to understand why they strayed and are no longer purchasing from you. There are generally three reasons why customers/clients leave. They are:

  1. Unrelated causes that have nothing to do with you
  2. A problem with their last purchase
  3. No longer benefit from your products/services

The best way to bring these clients back is to simply contact them. If you don’t make the first move, they’ll never come back. You make an appointment to visit them or call them if it’s not possible to meet in person.

Talk openly with your stray clients. Let them know you noticed they were no longer working with you and that you’d like to talk with them about their experiences with you and how you can improve things to work together again. Take the time to make them feel special and work hard to make sure their experiences with you going forward are the best ever.

This wraps up the first three areas on how to multiply your maximized resources. If you need help working on any of these ideas or processes, try our GUIDED TOUR to work with an experienced business coach.

Next time we’ll talk about the next three areas of multiplying your resources. They include: Olympic-Size Sales Staff, Open Sea Fishing and Call for Back-Up.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Bring Them Flowers

Posted on by Tom Kavanaugh, MA
Bring Them Flowers
            (Courtesy of Garden Weasel)

Bring Them Flowers

There are a few things you need to do and consider preparing for your first face to face meeting:

  • Make a list of what you want to accomplish during the meeting.
  • Anticipate potential concerns from the client.
  • Check to make sure you are completely prepared.
  • Listen more than you talk.
  • Bring support staff with you.
  • Use and respect the clients’ format.
  • Always follow through.
  • Ask for what you need and seal the deal.
  • Simplify your prospects life.
  • Find ways to boost your credibility.
  • Build and nurture relationships.
  • Learn from “no”. Find out what didn’t work so you know how to change it for the next time.

These are all important things to do both before and during your presentation. With confidence behind your company and product you will catch that big fish. The next step of the process is negotiation. This can seem a little intimidating but with a few tips and tricks can become natural to you.

Here are some tips to help you negotiate successfully:

  1. Build a pricing strategy and stick with it.
  2. Prioritize what you plan to offer. This should include what really matters to you and what you are willing to give in on.
  3. Don’t give in too quickly.
  4. Negotiated with a person, not a “company”. Don’t let their answer be that they would like to but, can’t.
  5. Don’t sell yourself short.
  6. Mitigate your pricing. If you go too low you won’t be able to raise it back up and you need to make a profit.
  7. Don’t sacrifice quality for the deal.
  8. Your services should always count as costs.
  9. Boost margins with add-ons.
  10. Handle request for proposals with the utmost care.

These are the ways you make sure that both parties are getting the best possible situation from the partnership. Once you start meeting or working together, it’s important to continue to build your relationship so that that representative becomes a big of an ally for you. They are more likely to vouch for you and build on the partnership you have with their company.

We like to call this person a champion. They are a champion for your company and can bring a stronger, brighter future to your company. Here are the characteristics of a great champion:

  • They are respected by supervisors.
  • They are socially networked.
  • They think in the best interest of their company’s long run.
  • They are able to quickly navigate through the company to get things done.
  • They are willing to give credit to another person.
  • They share the same business philosophy, values and vision as you.

Now, that you know how to negotiate for what is best for both parties and build on relationships, we’re going to talk about how to use your power to the best of your benefit.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Who’s Your MVP?

Posted on by Tom Kavanaugh, MA
Who's Your MVP?
              

Who’s Your MVP?

In the last post we talked about making first contact with your prospective big fish and how to make a positive first impression.

Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish.

You need to do this in two steps:

  1. Profile your salespeople’s personalities.
  2. Match the right salesperson to your target fish.

There are essentially three different selling personalities:

  • Sage
  • Pal
  • Pit Bull

The Sage

This salesperson offers knowledge, experience, comfort, and trust. They can make a concerned customer feel at ease. In order to be successful, they need plenty of information, a demo of the product/service, references and case studies, if possible.

The Pal

Much like it sounds this is a salesperson that shines at building relationships. They can instantly relate to the prospective client and make them seem like old friends in no time. They work best with clients who are looking for friendship, information and in a similar peer group as the salesperson. This can include anything from age and culture to hobbies and nightlife.

While, sharing experiences can be beneficial to creating a new relationship, your salesperson must always keep it professional and dignified.

The resource’s this personality type needs is help pairing with the right client, entertainment (or schmoozing) budget and the right information to meet the client’s needs.

The Pit Bull

Obviously, this personality type is a little more aggressive than the others. They are all about business and the bottom line.

While this may seem harsh to a lot of people, there is a set of businesspeople out there that want the same thing and respect someone who can get down to business and the benefits of a partnership.

This salesperson will need to be trusted with a little authority as they will likely be closing deals on the spot. They’ll need plenty of resources and access to products and services. They are best placed in environments where they can work independently, exercise their authoritative discretion and seal deals quickly.

These can all be successful when each is used in the right selling environment. You can easily see how matching the right salesperson for the client can secure more big fish and for a longer period of time.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

Use The Perfect Bait To Get The Big Fish!

Posted on by Tom Kavanaugh, MA
Use the right bait!
Use The Perfect Bait To Get The Big Fish!

The Perfect Bait

In the last post we talked about how to learn about your big fish and prepare for the first contact you’ll make with them. This first contact is essential to your success. You need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise.

Today we’ll actually go through the big approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose with big fish you’re going after. Take a look at your notes and the research you’ve done about prospective fish. Then decide which one will be the easiest approach to start out with.

There are a series of things to go through in choosing which fish to start with. They are:

  • Position Your Business
  • Compile Your Hit List
  • Select the Best Target

Position Your Business

You need to position your business to make the first move by listing your revenue streams, id and list your operational procedures, where your fish is initially positioned, your big-customer research, and putting it all together.

Compile Your Hit List

Start with a list of all the companies you’ve been considering. Then narrow it down to the ones who know could use your products or services. Don’t overlook obvious choices, whether they are big or small. Even small companies could be big fish in the future.

Select the Best Target

Once you’ve got your list narrowed down, you need to decide which one is the best fish to start with. You need to consider a couple of things:

  • Which have the most purchasing resources to spend?
  • Does their company vision compliment yours?
  • What are their employee incentive programs as they relate to your products/services?
  • What’s the company’s real need for you?
  • Will the partnership lead you off-course?

Now you should have a target in mind to start with. It’s time to plan your approach and execute that plan.

Here’s the step-by-step plan to help you make a good first impression:

  1. Build and analyze your database. Divide your leads into three different categories: hot leads, great fits and secondary leads.
  2. Send out introductory mailings to your target to introduce yourself, your company, services, products, and vision. They need to be short, clean and concise.
  3. Follow up with your first phone call 2-3 days after they would have received the mailings. During the phone call find out whom you need to be speaking with in the future and try to set up a meet with the right person.
  4. Follow up your phone call with another mailing that thanks them for taking the time to speak with you and offer more details about your products/services. Use this letter and opportunity to set up a meeting to do a presentation.
  5. Follow up the letter with another phone call a couple of days after they would have received the letter. This phone call is to help you further develop your relationship with the prospective client. You should also be able to set up a presentation meeting with them.
  6. Call again a week later if they haven’t agreed to a meeting or presentation. Ask if they received your creative letter (the second one) and if they have a minute when you can stop by and introduce yourself in person.

Now, don’t be upset if you don’t seal the deal right away. Some people simply take a little longer to woo. This can all be a little intimidating at first, but when you know you are offering a quality product/service, you can’t go wrong.

Once you’ve gone through this process and make first contact (and hopefully a good first impression) it’s time to put your best face forward, which means sending the right salesperson to seal the deal.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!