In my private client consulting I urge clients to gain commitments and get prospects to pay a minimal amount for proposals that involve significant staff time to prepare. This does two things: first it determines client commitment by closing a mini sale upfront and, second it employs the principal of consistency and commitment for prospects […]
Continue readingThe cost of obtaining a new client is 5 – 7 times more expensive, time consuming and energy sucking than the cost of maintaining the same client. In light of this why do sellers spend most of their time flitting around and consuming enormous sums of time and energy in search of the next client […]
Continue readingI have been invited to give a keynote speech Positioning Your Business in This Crazy Business Market to a group of Las Vegas business owners. Here is a sneak preview of what you would hear if you were in this audience. I would start off telling you that the business fruit you are now harvesting is […]
Continue reading