Sunday, March 24, 2013

Attract more clients by starting conversations

Attract More Clients By Starting Conversations!

by Phil Polson on March 24, 2013

Just Stop Cold Calling And Start A Client Attraction Conversation.

Client Attraction
Conversations are how we humans communicate!
Aren’t they?
The telephone is one of the most common ways we communicate, research shows that with the explosion in mobile technology no one is ever more than 2 feet away from their phones.
Odile Faludi is being very honest about how to attract new clients over the phone when she points out “No one is looking forward to someone “cold calling” them tomorrow, but will respond to someone who has done some homework and makes a genuine presentation.”

It is about having a new client Attraction Marketing System:

Starting customer conversations to attract more clients.
Whilst I know the experience of calling prospects is heavily regarded as cold calling, I believe it is so much more than that, it is a guaranteed way to attract more clients. Ditch the idea of cold calling and recommence the process with “Starting a Customer Conversation” and thereby Attracting Customers to Your Business in abundance.
When you want or need to attract more clients…
it takes just as much time to attract a small client as it does to attract a big one!

Further, Jeffrey J Fox says, “When times are tough, don’t cheapen and worsen your product. Don’t cut your outreach to customers. When times are tough, you out-sell, out-promote, and out-advertise your competitor. You offer more, not less. And you never take the cheese off the pizza.” As the author of “How to Become CEO,” which was on the NY Times, Business Week, Wall Street Journal, Knight-Ridder, Amazon.com, best seller lists Jeff knows how to attract new clients.
So if you really want to discover how to attract new clients then go back to basics, pick up the phone and dial.
At 15 cents a call it still is the easiest and most cost effective way to create a client conversation opportunity if you know how.
An emotionally competent sales director has resilience in adversity and doesn’t allow emotional negativity to stand between their sales process and their bottom line. He or she recognises that telephone calling is still the best way for Ways to Attract New Customers in the most cost and time efficient method of doing business.
Being focused and disciplined is essential and a good communicator should be able to speak with ten people per hour; gauge their interest and make an appointment to see them face-to-face. The appointment success rate will be on average, 10% for a good communicator, 20% for a great communicator and 40% for a star. i.e. Thus, as a star, C-suite executives can expect to make four appointments out of ten “qualified leads” per hour. How’s that for time efficiency.
If a start-up entrepreneur is following up after a networking function and wants to attract more clients this success figure could be even higher. By using the conference as the springboard for telephone conversation.
Like, “Hi John, Sorry I didn’t get the opportunity to speak with you at the CFO Conference last week but why don’t we set a date now for that catch-up?”
Usually, the results will be even higher than 40%, especially if the start-up entrepreneur is a great schmoozer on the phone. Remember, speaking is not telling… simply start a conversation that lands in a nice place that results in a meeting.

Often I am asked how to attract new customers?

I often say, “You can spend millions on product research and development, but if the delivery of these products is impaired due to self-limitations nothing can be accomplished. At the end of the day, nothing is more important to the success of your product and service than face-to-face meetings. But, remember the start of that conversation is over the phone. The meeting is progressing the call to the next stage.”
Wayne Marshall
Senior Manager at Levi Consulting Pty Limited
Sydney, NSW, Australia
“I recently attended Odile Faludi’s workshop on Starting Customer Conversations and would highly recommend it to anyone who has just set up a business or is looking to expand their business and win new work. The workshop gives confidence and tips. Odile is a brilliant communicator and her style of presenting is dynamic and energetic.”
The art of starting a customer conversation is neatly wrapped into six specific words – rapport, empathy, persuasion, cooperation and consensus building. If you can’t get the first two words actioned right from the start the others will not follow.
To succeed in starting a conversation in the correct way you must really care about the interests of others not just your own. This will shine through in your personality and your approach. You make the conversation safe where people feel comfortable to let down their barrier and progress the call.
As Dean Rusk says, “One of the best ways to persuade others is with your ears – by listening to them.”
Make sure the content of your conversation has relevance, and your intent is genuine and most people will give you a brief moment to listen to what you have to say. Through your questions and your attitude, you must also express that you are okay if you and the client’s attraction is not a right fit, no different to dating.
This client attraction attitude will help you to be seen, even in the early stages of the selling cycle as a potential advisor.
Thanks for your time!
Why not get your sales team trained by Odile. She runs four hour workshops on Starting Customer Conversations in the heart of Bondi Junction, Sydney. Give her a call today on +61 425 250 677.
business development consultant
m+ 61 425 250 677
ensemble partners
t+ 61 2 9387 3955 ext 100  f+ 61 2 9387 4637  odile.faludi@ensemblepartners.com.au
Address: Level 15, Suite 1501, Westfield Tower 2, 101 Grafton Street, Bondi Junction, NSW, Australia 2022
Structured Data, Review
Title: Attract More Clients By Starting Conversations!
Reviewed by Wayne Marshall on Mar 24
Rating: 4.5
Summary: I would highly recommend it to anyone who has just set up a business or is looking to expand their business and win new work.
Description: “I recently attended Odile Faludi’s workshop on Starting Customer Conversations and would highly recommend it to anyone who has just set up a business or is looking to expand their business and win new work. The workshop gives confidence and tips. Odile is a brilliant communicator and her style of presenting is dynamic and energetic.”
Structured Data, Event
Name: Cold Calling Workshop
Date and Time: 03/27/2013 13:30
Location: Ensemble Partners
Street: Level 15, 101 Grafton Street, Westfield Tower 2
Locality: Bondi Junction, Sydney
Region: NSW, Australia
Client Attraction
Tagged as: client attraction, cold calling, cold calling tips, customer relationship management, Entrepreneur opportunities, how to attract more clients, how to attract new clients, how to get more clients, How to prospect for new clients, How to Sell More Digitally, sales strategy, The Psychology of Selling
{ 1 comment… read it below or add one }
Ivan aliku March 24, 2013 at 9:30 pm
Wonderful tips. I had always made mention on how important it is to follow-up clients through what I’d call tele-consultancy. You just explain it all here with the follow-up through phone calls. I’m surely bookmarking your site to come back for more tips.
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