Author: Allan Colman

SEIZE THOSE OPPORTUNITIES

Written by Allan Colman on October 12, 2023. Posted in Conversion Rate Optimization, Entrepreneurship, Sales Acceleration.

SEIZE THOSE OPPORTUNITIES –

Phases 2 and 3 of “CLOSING THE DEAL”

2. Meet ’em: Making Connections and Seizing Opportunities

“Meet ’em” carries a dual meaning: first, it emphasizes the importance of sitting down with clients and prospects to increase business and reach the coveted Closing Zone. Second, it encourages sales professionals to get out there and make connections once the best prospects have been identified. Attend industry conferences and events to encounter and interact with key decision-makers, in-house counsel, business executives, and human resources administrators who may have pressing problems that need solving.

3. Get ’em: Continuing to Expand Your Prospect Base

The process of meeting new prospects doesn’t end with securing one contract. To “get ’em” continually, you must persistently connect with new potential clients. Leverage your existing clients by seeking introductions to their colleagues, business unit executives, and peers at non-competing organizations. Cultivate relationships further by arranging lunch meetings to discuss business challenges and future opportunities. Invite prospects to attend conferences or panel discussions that align with their interests and needs. Demonstrating your commitment to helping them solve problems is key to fostering trust and gaining repeat business.

#Sales Skills #Entrepreneurship #Accelerate Revenue

Are You In The “Closing Zone”?

Written by Allan Colman on October 11, 2023. Posted in Allan Colman, Asking for Business, Conversion Rate Optimization, Sales Acceleration.

ARE YOU IN THE “CLOSING ZONE?

4-Phases that Lead to the Closing Zone

We have perfected a winning formula for business development that leads sales professionals to the coveted “Closing Zone.” Winning new business is a multi-faceted process consisting of four essential stages, each contributing to long-term success. Topics such as these and others are explained in Allan’s keynotes and seminars.

THANKS JEFF:
“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.”

Jeffrey Koven, CEO of Koven Video Productions

1. Find ’em: Identifying Your Best Prospects

The first stage revolves around identifying and understanding your best prospects. This encompasses three primary sources of new business development: existing clients, referrals, and new prospects. Merely having a list of names is not enough; you must delve deeper into the origins of these contacts.

Research companies and agencies, identify key executives and professionals, and gain comprehensive insights into their businesses. Familiarize yourself with the challenges they might be facing and their competitors. The more you know, the better equipped you’ll be to engage with them and follow through successfully.

FOLLOW THE SECOND PHASE NEXT POST!

#Revenue # Prospecting # Entrepreneurship

DO-DO These in Sales

Written by Allan Colman on October 3, 2023. Posted in Uncategorized.

Do – Do These in Sales

Quotes from our recent survey of successful business professionals about what does work to Accelerate Revenue include:

1. Deal with complaints fast;

2. Refer business to your clients;

3. Make your contacts look good;

4. Set periodic review meetings;

5. At the beginning of an engagement, communicate, communicate, communicate !

#Sales Success # Entrepreneurship # Client Acquisition

Don’t Do This In Sales !

Written by Allan Colman on September 28, 2023. Posted in Allan Colman, Conversion Rate Optimization, Sales, Sales Acceleration.

DON’T DO THIS IN SALES!

Quotes from our recent survey of business professionals regarding what DID NOT WORK in Sales:

1. Don’t offer to manage what they already have;
2. Don’t rely on good results but not building relationships;
3. Don’t buy a table at a charitable event, and then not show up;
4. Don’t send too many people to a meeting or pitch;
5. Don’t take calls during a meeting.

In our next post, we’ll review this same group of business professionals said about what DOES WORK in Sales.

#Sales # Sales Management # Business Development

Thankyou Jeff for a great review

Written by Allan Colman on September 26, 2023. Posted in Conversion Rate Optimization, Entrepreneurial Startups, Entrepreneurship, Sales, Sales Acceleration, Speaking and Workshops.

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.

#Revenue #businessaccelerator
#losangeles

DO YOU HAVE DILIGENT FOLLOW-UP ??

Written by Allan Colman on September 21, 2023. Posted in Allan Colman, Conversion Rate Optimization, Sales, Sales Acceleration.

DO YOU HAVE DILIGENT FOLLOW-UP??

* Maintain communication with the prospective client to show you’re keen to win the business and to prove you are eager to begin the project.

* Thank the client for the opportunity to present your firm and possibly work with them.

* Gauge the success of the presentation by the win or loss of the business, or the company’s reaction and don’t forget that future business still counts as a success.

* So make sure you stay in touch and always conduct “post mortems'” with your team. .

Meeting with your prospects takes you a step closer to the heart of the CLOSING ZONE, so ensure you and your colleagues are prepared. The more that you know about your prospects, clients, and what to expect, the better your chances are of locking up another win by securing new business.

To achieve victory, a meticulous 4-Phase Prospective Client Plan is essential. Thorough research, clear communication, impactful presentations, and diligent follow-up are the keys to success. Combine this with the Closers Group’s 4-Step Approach, differentiating marketing, business development, business generation, and client retention, to dominate the competition and secure a prosperous future for your professional service firm.

#salesexcellence #accelerate2023 #prospecting

Show “Em You Mean Business

Written by Allan Colman on September 19, 2023. Posted in Allan Colman, Business Development, Business Strategy, Entrepreneurship, Sales Acceleration.

Show ‘Em You Mean Business – Your Presentation

Phase III. CLIENT PROSPECTING PLAN

• Be ready to answer any and all questions.

• Be transparent, direct, and confident.

• Support your presentation with take-aways, visuals, and detailed success stories from previous and current clients.

• Stress your firm’s interest, qualifications, and commitment your similar and successful experiences.

#salesconsulting #marketgrowth #entrepreneurshiptips

DIRECTLY FROM OUR SEMINARS

Written by Allan Colman on September 14, 2023. Posted in Uncategorized.

PHASE 2 OF PROSPECTIVE CLIENT PLAN – Directly from our seminars.

The Closers Group 4-Phase Prospective Client Plan.

To make sure your firm’s representatives are ready to meet with a client, you’ll want to implement the following 4-phase preparedness plan:

Phase Two: Make a Connection.

• Make sure there are clear lines of communication between your company and the client. Assign internal contacts to appropriate people within the company.

• Communicate with management to learn about additional opportunities.

• If you already have a relationship with the company, reinforce it in a positive manner with regular, open communication.

# Sales Acceleration # Building Relationships # Entrepreneurship

closersgroup.com

Do You Have a 4-Phase Client Acquisition Plan?? YES — YOU!

Written by Allan Colman on September 13, 2023. Posted in Uncategorized.

Do You Have A 4-Phase Prospective Client Plan ?

YES, SPEAKING TO YOU!

The “game” you play with a prospective client isn’t much different from a sports game. Closing the deal – securing the win – is all about successfully executing a strategic action plan. Just because you might be the best for the job doesn’t mean you’ll win the business. Preparedness matters and planning ahead is vital to the success of presenting yourself and your company to a prospective client.

How can you prepare? How can you know that you’ll be able to answer each and every question that may be asked? Start by trying to find any business-related literature about the prospect that you can get your hands on and determine how your firm stacks up to their needs.

To make sure your firm’s representatives are ready to meet with a client, you’ll want to implement the following 4-phase preparedness plan:

Phase One: Do Your Homework.

• Define your current relationship with the company.

• Review the company’s recent history, policies, business ventures, lawsuits, products and services, and any possible openings within the company for additional work.

• Find out which companies and competitors the company has currently engaged and how you measure up against them.

• Learn who makes the major decisions in the company: the direct customer, the financial officer, an executive, or someone else.

PHASE TWO — NEXT POST —
#Sales Acceleration, #Business Advisors, #clientacquisition

www.closersgroup.com