Issue 095: Our Clients Tell Us How to Fill the Gap
Have you heard the saying, Our customers tell us what business we’re in? More than once, I have said it during one of my Bounce-Up Broadcasts or a podcast interview. Our clients also tell us where we have a gap in our products and services and what we could be offering…when we listen.
While speaking at a Dallas conference in January, one attendee asked, “Mj how can I follow-up with perspective clients that makes me stand out?” He stated he got tired of emailing or leaving a voice message saying, “I’m following up.”
Off the top of my head, I gave him a few suggestions. This attendee wasn’t the first person to ask that question. Business owners, sales managers, and CEOs have asked this question. As I walked to my room at the Gaylord Hotel, I repeated the suggestions into my phone’s voice app. Thinking I would turn these ideas into a tip sheet as a lead generator.
A few days later, I mentioned this idea to one of my Power Team members and she said, “No, don’t.” Startled, I asked, “You don’t think it’s a good idea?” Okay, it could’ve been because I had several unfinished projects on my plate.
“It is a good idea—too good to be a tip sheet,” my Power Team member shared, “Turn it into a book. This is your wheelhouse and one of the reasons why you sold three times your sales quota.”
Contained in our client conversations are the clues and answers to future products and services. All we need to do is listen.
The good news—I listened. 😊
Today, a little more than three months later, 13 Simple Client Follow-Up Strategies: Skip Boring “Checking In” Messages and Get More Sales is available on Amazon. Please support and celebrate with me by getting your copy of 13 Strategies.
Bounce-Up™ Momentum Builder
Have you heard clients repeat a specific need?
What question do you frequently answer?
Is there a solution you could provide that you are not at this moment?
13 Strategies Advance Review
I actually used a version of Strategy 1 with a client last week and within 2 hours he sent me an email telling me that we won the deal.
With Strategy 8, I realized I’m giving prospects tips and showing value in what I do and know without patting myself on the back. It’s like a double-edge gift. I’m helping prospects while demonstrating my value and assuring further connection.
This book should be on every desk of every business professional.
Until next time, remember to Power-Up, Play-Up, and Bounce-Up™!
Mj
P.S. Do you know a company that needs a swag bag gift? Contact me about special bulk order pricing.
