Author: Allan Colman
Thankyou Jeff for a great review
A KEYNOTE THAT MADE ME MORE PRODUCTIVE
A few weeks back, I attended a Keynote “The Profit Lab” and a follow-up seminar led by Dr. Allan Colman. It was focused on building new revenue using methods that will be helping me grow. I’m already putting several of the potential accelerators into action.
Pre- Meeting Preparation
1. How do you define the current relationship?
2. What is the client/customer’s satisfaction with your work? Can you be sure?
3. What are your contact points within your own company/firm and all those of the client’s?
4. How do you rank yourselves on activities considered important by your customers and how would they rank you on:
A. Understanding their business?
B. Client/customer focus?
C. Dealing with unexpected changes?
5. Before deciding on the best approach to the prospect, does your relationship need reinforcing? Do you even have a relationship?
6. What internal pressures on your client might impact their receptivity to additional purchases from you?
7. Who is (are) the final decisionmakers, the user of your service or product plus a budget/finance executive?
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