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October 2005 - Proving Yourself To Your Customers
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"Glass, china, and reputation are easily cracked, and never mended well."
- Benjamin Franklin
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This Month's Featured Articles
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"A Weak Guarantee May Be Costing You Money"by Al Hanzal
You’re afraid to use a guarantee! No one else in your industry uses them. You’ll lose money. You just don’t want to go through the hassle. But is it hurting your business?
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"Courting Customers From First Date To Marriage"by Bryan Brandenburg
Landing a new client is like courting a potential spouse. Like dating, you’d better give your prospect a good reason to meet you again, because there is usually more than one suitor.
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"Cultivating The Trust Factor"by Robert Moment
In today’s competitive economy, it is hard to maintain a market advantage based on professional skills alone. Developing a trusting relationship with your clients is key.
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"Intangible Deliverables In Professional Service Businesses"by Tom Varjan
Regardless of how many pounds of tangible deliverables you generate, if your clients are still stuck in their old paradigms, no improvement will take place.
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"The Elements of Expertise"by Steve Van Yoder
Being an expert is a great way to target your best prospects, and boost your visibility and credibility, by becoming a recognized leader within that community.
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"The Power Of Partnering"by Kelley Robertson
Sales professionals in virtually every industry are under tremendous pressure to close sales. But this approach does not encourage repeat business or a lasting relationship.
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"What Do Your Clients Need?"by C. J. Hayden
Every person who has ever started a business, thought he had a good idea. It's the rare person, who tries to find out if other people think it's a good idea.
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"Win Your Customer Over with Simple Courtesies"by Kit Lum
Walk into any store any day for a customer service lesson -- you could learn a great deal about how to treat your customer just by observing how you are treated!
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