There are six levels to our relationships with people Graze: This is the drive-by shooting of networking – where people hand you a card and say “If you ever need anything, give me a call.” There’s no money at this level — it’s a hit-and-run. Grin: At this level you’ve met the person repeatedly enough,…
Workshops
The Size And Shape of a 7-Minute Presentation
1: Define the Boundaries. Name four things your clients pay you for: If you’re an insurance agent you might say [a] Homeowners Insurance [b] Auto Insurance [c] Bike/Boat/RV [d] Umbrella Policy Pick one. It is not possible to profitably cover everything you do in 7-Minutes. Pick one of the four things clients buy from you,…
Grand Slam Follow-through
The Data: 80% of all sales, in all industries, are closed after the 5th, 7th, or 11th contact. 48% of all salespeople make one contact, and stop. Making a second contact reduces competition from 99 to 51. 25% of all salespeople make a second contact — but they do it wrong See The Rules For…
The Prospect Pipeline Timeline
The We Did Business slip asks how long it took from introduction to bank deposit — less than six weeks? more than a year? This is how we know referrals from past Members, that take more than a year to close, are marked Grand Slam 85% of the time. Worth following through with past Members. Worth staying…
What I got from lunch – with Susan Morley
Susan Morley likes burgers – when she suggested Mix’d up Burgers for lunch, I said yes! Here are my three best take-aways: 1: When I walked in Susan wasn’t there yet, so I told the smiling woman at the register I would wait. She responded with “Would you like a glass of water while you’re…
We Both Benefit If You Tell Me When I’m Wrong
Tyler’s question, “May I Tell Him He’s Wrong?“ was about her appropriate response to a Visitor who prospected her. I used the mental model from Bullseye Networking to show she didn’t owe him the courtesy. Tommy Schlosser commented that my answer was ineffective in a Team context – Members owe each other credibility conversations –…
The 16 Rules of Effective Follow Through
Follow through is a key to success in everything from golf to business. The statistic is: 80% of all sales close after the fifth touch. And, like everything else in life, when the rules are broken the cost is success. The 16 rules of follow through are: 1: All follow through has to be about them….
“Everyone is a great client for me” is not ever true – InfoMinute Green Card version
Tyler felt spammed (Best Client version) because she wasn’t seen. She was lumped. Eeeewww. It was the script: “my specialty is in your industry.” (May I Tell Him He’s Wrong?) that created her predictable response: “I’m unique – so I am not your client.” Think about the differences between an elevator pitch and an InfoMinute. ____ An elevator pitch is meant…
May I Tell Him He’s Wrong?
Wednesday’s email from Tyler Verlander: Question… see the email below. He called me a couple weeks ago after picking my name out of the PowerCore.net directory and was asking me about PowerCore. Said he was a member of another organization, but was looking to get out as he didn’t like it anymore, didn’t think it was…
It’s Raining Referrals – Sandy Springs
There is a gusher of referrals that most people let go down the drain. This morning, at the Sandy Springs Team, we started the conversation. Here are the notes from the FeedForward cards — feel welcome to join in.
