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One of the biggest mistakes I made as a sales rep was in waiting for THE perfect moment to ask for a referral. Newsflash . . . I’m not sure there is one. And if there is one, why would we limit our opportunities to just those rare moments when everything is perfect! But still … continue reading »

There are lots of things competing for your client’s attention. That’s why repetition is key and; You need to premeditate when and where you will reinforce key points you want them to understand. Some ideas for you to ponder . . . When you send your thank you note. Perhaps you could casually reinforce a … continue reading »

One of our readers sent the following question with regard to asking for referrals. Hey Paul, I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance. Is it OK to keep asking the same client for referrals even when they never give you one? … continue reading »

IMAGINE CONSUMING 100,000 WORDS EACH DAY! Now stop imagining it because; The average person consumes over 100,000 words (34 gigabytes) daily according to University of California, San Diego (pronounced San Deaago if you’re an Anchorman fan) Here’s a visual to help you imagine what this looks like; 1 1/2 books worth of content is what you … continue reading »

You’re handed a list of accounts that once worked with your company but left for various reasons in the last few years. Your mission is to re-establish communication and ultimately win back the business but; When you make that initial call, you’re told “We worked with your company before and that’s a mistake we don’t … continue reading »

A long time ago, in a far away time called “1991”; There was this young printing salesman who made a mistake that he didn’t realize for many years. He needed a source for a product his client requested and; Ended up buying it from someone who was actually buying it from someone else and marking … continue reading »

I have 30 tips, 5 templates and a really effective game plan to help you grow your accounts. Going to be sharing them this Thursday  during our How To GROW Your Accounts webinar but; If you want in, you’re going to need to register soon! And no, I’m not trying to create a fake shortage of spots … continue reading »

You’d think that the biggest reason why we lose clients would be crappy service or faulty products, but think again. According to the late,  Jay Conrad Levinson, 68% of all business lost in the US, is lost to apathy after the sale. We are in essence ignoring our clients to death! We could probably debate those numbers, … continue reading »

Everybody and their mother loves to tell us that we need to create value and differentiate but . . . How does one do that? Can you say “Random Acts Of Coolness”? A random act of coolness is just that; Something Random Something Unexpected and; Something That Can “Out Cool” Your Competitors. Here’s an example; My … continue reading »

I was reviewing the agenda for our upcoming How To Grow Your Accounts webinar and had a revelation; Why not include a step by step communication plan AND 5 email templates to help add value and GROW your business. So instead of getting all pissy because I already scripted out the webinar; I decided to … continue reading »