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Suggest You - Selling to Millionaires
Once upon a time, the CEO of an outsourcing company decided to take an international tour to visit the company’s clients, prospects, investors and well wishers. Here are some excerpts from the CEO’s diary on his travels:Breakfast with Client AClient A: “We like your company because y
It was my job to manage his expectations. Because I didn’t see the importance of his call being returned immediately, I couldn’t let the appropriate peop
Whether you are working for a corporate organization or you are manager of a small business – in that case you are closer to being an entrepreneur – we all deal with the topic of short term versus long term focus.Sales activities are known to be short term focused, for the simple reason tha
This particular group of people was unique in several ways. I will break down one in this article.
First, and foremost, they expect an exceptional level of service. They expect phone calls and emails to be returned extremely quickly. These are not people who are accustomed to waiting for anything. One of the worst experiences I had was with a client who was making another purchase and wanted a few things included in his new deal. They were things that upper management needed to approve. However, they were all at a golf outing. Which meant that cell phones were turned off for several hours. This gentleman left messages for hours before the call got returned. He was furious. It didn’t matter why the call hadn’t been returned in a timely manner, only that he had been left waiting. From that point on, if senior management was unavailable, I made sure I told the client their call would not be returned until the end of the day.
It was my job to manage his expectations. Because I didn’t see the importance of his call being returned immediately, I couldn’t let the appropriate peopl
VERY LITTLE -- other than breathing, eating and the need for some basic necessities like going to the restroom every day.You know that Bill Gates and Donald Trump are billionaires. Most likely, you never heardof Bill Bartmann. Let me tell you, he is also a billionaire -- just like
First, and foremost, they expect an exceptional level of service. They expect phone calls and emails to be returned extremely quickly. These are not people who are accustomed to waiting for anything. One of the worst experiences I had was with a client who was making another purchase and wanted a few things included in his new deal. They were things that upper management needed to approve. However, they were all at a golf outing. Which meant that cell phones were turned off for several hours. This gentleman left messages for hours before the call got returned. He was furious. It didn’t matter why the call hadn’t been returned in a timely manner, only that he had been left waiting. From that point on, if senior management was unavailable, I made sure I told the client their call would not be returned until the end of the day.
It was my job to manage his expectations. Because I didn’t see the importance of his call being returned immediately, I couldn’t let the appropriate peop
Eureka! A major television network wants to interview you about your home business. This may be the turning point of your career.The question is – what do you do now?After you down a drink, ring up friends, and jump up and down, it’s time for some quick preparations.Here are 5
It was my job to manage his expectations. Because I didn’t see the importance of his call being returned immediately, I couldn’t let the appropriate peop
1. Your networking purposeWhy are you attending this particular event? Be specific. Do you want to meet a particular person or persons? For what purpose? If you do meet, what will you say?It helps if you find out as much as possible about him or her on a personal level. Is h
It was my job to manage his expectations. Because I didn’t see the importance of his call being returned immediately, I couldn’t let the appropriate peop
To begin, make a decision to discard any former knowledge learned about the “rules” of resume and cover letter writing. People commonly become stuck in “bad” writing habits from a time gone by.It is almost a certainty that since you last wrote your resume, much has been learned and even mo
It was my job to manage his expectations. Because I didn’t see the importance of his call being returned immediately, I couldn’t let the appropriate people in the organization know. Therefore, we all looked bad. I found the affluent to be a group of people who just wanted to know ‘where they stood’. Providing an answer they were unhappy with was preferable to providing no answer at all.
In the case I mentioned above, a return call with the message, “We’re looking into this for you” would have been sufficient. It was the perception that he was being ignored that made this person furious.
This can happen with any customer, whether they’re affluent or not. Always return calls promptly, if only to deliver the message that you’re returning the call. Customers just want to know that you’re hearing their concerns and returning a call shows you’re doing just that. It’s the professional way to approach any customer situation. Don’t pass the buck and say, “My boss will call you”. Find out from your boss when he intends to make the call and communicate that to the customer. Had I done this, I would have avoided an ugly situation.
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