Featured ArticleNeed Advice? Your Network Can Help!
Have you ever purposely sought advice from your network members? If not, you are missing out on one of the secondary benefits of being involved in a networking group. Sure, you are networking primarily to get referrals, but you also gain access to professionals in almost every type of business. Every close networking group can actually become a type of “mastermind” environment if you think about it, and you should definitely take advantage of this opportunity. We all need advice at one time or another, and seeking advice from your network is a win-win situation.
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How to Turn Callers Into Paying Clients
|Industry Specific - Retail|
|Written by Bernadette Doyle|
One of the main principles of the Client Magnets approach is that it's easier to close a sale when a prospect has sought YOU out, rather than when you approach them. One of the reasons for this is that when a prospect approaches you, the business relationship starts out on a more equal footing. Contrast the situation where a prospect approaches YOU with the built in resistance and or skepticism you encounter when the first contact is made via a cold call or unsolicited mailing.
Defenses are down, the buyer feels more in control of the communication. Instead of YOU saying, 'Here's how I think I can help you' and then having to prove your claim with lots of convincing and persuading, the prospect is saying, 'I think YOU'RE the person who can help me. Tell me how this works.' They are much more motivated to listen to your answers!
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