Create a Better Work Environment – Redeploy Your Talent

Feb 22, 2022 | Leadership Development, Strategic Planning

I try to notice trends in what my clients are facing. Last week presented a trend I couldn’t help but notice: Three of my clients were tired, frustrated, and struggling to please customers’ shifting and very challenging demands. My clients weren’t happy. Their team members weren’t happy. Their customers weren’t happy. No matter what my clients tried to do to please their challenging customers, it wasn’t enough. My clients’ team members were burning out. Team members were starting to quit - and...

Are You Working Your Sales Process?

Aug 5, 2014 | Sales, Marketing & Customer Service

Having and following a consistent sales process allows you to easily move through the process as you transition leads to prospects to satisfied customers. Here's a basic 10 Step Sales Process I've shared with my clients. Clarify Your Unique Selling Proposition (USP) - You need to be able to quickly, clearly and confidently answer the question: "Why should I do business with you?" What's different or special about you versus every other company out there that does basically the same thing as...

Don’t Work So Hard: Target to Grow Your Pool of Tier 1 & 2 Customers

Jul 1, 2014 | Sales, Marketing & Customer Service

If you want to increase your customer base, be smart and target the types of customers you really want. Tier 1 Customers are your ideal & highly profitable customers. They bring new needs to you to service -- typically because you have an established track record of successfully helping them. They challenge you to learn, stretch & grow -- profitably. You want to PARTNER with this type of customer for mutual growth. (Identify and share characteristics of Tier 1 Customers...

Know How You’re Different & Valuable – Know Your USP

Jun 17, 2014 | Sales, Marketing & Customer Service

If you want prospects to first notice you, second pay any attention to you, and then third, buy from you, you need to make it easy for them to choose you over someone else. You need to make it easy for them to pick you. Know your USP (Unique Selling Proposition) Your Unique Selling Proposition is a basic statement that clarifies how your business is unique and valuable to your targeted customers. It helps you answer the customer's question: Why should I buy from you instead of the other...

Where’s April?

Aug 27, 2013 | Sales, Marketing & Customer Service

He didn't realize he'd even said it, yet my husband had stopped in his tracks and had basically bellowed the question across the dining room of one of our favorite lunch spots. Upon entering the dining room, he'd done a quick scan to ensure April was there. When he didn't see her, without thinking, he opened his mouth, the question came out, and all the patrons, the other servers, and the chef stopped and looked at him. "She took the day off. She'll be back tomorrow," the Chef growled. My...