This month our business of the month is www.massage-elements.com, offering multiple services that will improve your family's quality of life. Owner, Karissa Spears, has training and education in several types of massage including Swedish, deep tissue, trigger point therapy, pregnancy, infant massage instruction and
reflexology. She strives to de-stress your life by inspiring health from small to tall. Check out the new site and corporate identity branding that KaTasidy created at www.massage-elements.com.
Imagine how powerful it would be to predict which prospects would actually turn into customers before you even began working with them. What if you had a sales tool that would help you assess a prospect's likelihood of becoming a customer? What if you had the power to create that tool? Well, guess what, you do.
To begin developing this powerful new tool, take a look at your best customer, not your best prospect. What is it about your best customers that make them so great? What is the application for your product or service at your best customer’s? How many employees do they have? What is their estimated annual revenue? How many locations do they have? What is the title of your contact at your best customer? These questions should all be considered when assessing your best customer and creating your powerful new sales tool; the Ideal Client Profile.
The Ideal Client Profile, or ICP, is defined as a set of criteria or characteristics that make up your perfect customer. Once created, your ICP becomes an invaluable tool in cleaning up your current pipeline as well as assessing future prospects. To begin creating your Ideal Client Profile, answer the following questions:
Once you have answered the above list of questions, you have created your Ideal Client Profile and now have an amazing tool to use to clean up your pipeline and assess future prospects.
First, clean up your pipeline. Compare the prospects in your current pipeline with your new Ideal Client Profile. For any prospects who share less than 80 percent of the criteria in your Ideal Client Profile that have not been responding to you, remove from your pipeline immediately. The prospects who match your Ideal Client Profile at 80 percent or better who are responding to you should be your focus. (You will notice a direct correlation between how closely your prospect matches your Ideal Client Profile and how responsive they are. It is likely that the closer the match, the better the level of responsiveness.)
Second, use your Ideal Client Profile as an assessment tool to determine your best prospects moving forward. Each time you receive a lead or referral, compare it to your ICP to determine whether or not you will pursue it. You can also use your Ideal Client Profile as a tool to create a prospect list, again by using the criteria of your ICP as the same criteria for creating the list.
This new tool will help you decide with whom and where you will spend your time. Sometimes the most powerful thing you can do is say "no" and stop working with a prospect who isn't really a prospect at all. You’ll be amazed at the new level of responsiveness gained just by identifying and working with only those prospects who match your Ideal Client Profile.
ANDREA SITTIG-ROLF is a public speaker, author, and president of Sittig Inc., a sales training and consulting firm. Her books are available on Amazon.com.
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the time to say Thank You to the very clients who keep you in business. This year, why don't you think about sending something special, like a custom designed holiday card? Or a custom gift certificate to keep them coming back, or even a custom designed coupon as a small token of gratitude? If you are needing any of these things, or if you have a better idea, but just need someone to design it, contact us today and we can get started on your project.
Top 10 Corporate Gift-Giving Ideas:
The way to be sure you'll get the names you want is with prompters. Prompters are devices, in the forms of body language and questions, that help elicit the names you seek. For example, if you ask for the names of three referrals, take out a notebook and a pen, then look down, pen
all set to write down the names that will be forthcoming. This shows that you fully expect to get the names, and your prospect will furnish them for you. Other prompters are questions such as:
Write down those names on a separate sheet of paper in your notebook and keep writing till the customer stops giving names. Then, return to the first name and ask the person's address, phone number, occupation, hobbies, and anything else pertinent to your business.
-Content provided by Jay Conrod Levinson, The Father of Guerrilla Marketing.
The below article is from Dave Ramsey, bestselling author and radio personality. Cassidy and I went through Dave's Financial Peace University almost 6 years ago and still live by his principles. He has taught us how to be debt free and we have translated those financial prinicples to our business as well. We believe wholeheartedly in what Dave teaches and if anyone would like more information our would be interested in going through his classes let us know (we plan to teach a class in Spring 2008 in Parker, CO).
Think you can figure out what makes 13- to 24-year-olds happiest? Would you have guessed it's spending time with family? Surprising as it may sound, that's the correct answer according to a recent poll done by the Associate Press and MTV. Over 1,000 individuals were polled and almost 75% of them said that their relationship with
their parents made them happy.
In today's world where people are working longer hours, kids are happy to simply spend time with their parents. Make sure you carve out daily quality time for your kids. It means so much to them whether or not they express it.
One great way to spend time with your children is to teach them the basics about money management. Too many kids grow up without the slightest idea of how money works. If we, as parents, expect them to be successful in the world, then we need to make sure we teach them the foundations of finances.
According to a survey by Charles Schwab, just a third of kids understand their parents' financial decisions. Worse than that, only 14% are involved with paying the bills or helping with the finances of the home. Wow! We need to do a better job at involving our children in household money issues!
Remember these following tips when teaching your child about money:
Content provided by DaveRamsey.com.
"The secret of success in life is for a man to be ready for his opportunity when it comes."--Benjamin Disraeli