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Paul Mccord - ArticlesAuthor and trainer, Paul McCord is a leading authority on prospecting, referral selling, and personal marketing. His book, Creating a Million Dollar a Year Sales Income (John Wiley & Sons) teaches the strategies the million dollars a year sales superstars use. http://www.powerreferralselling.com Using Incentives to Get ReferralsAlthough there are better ways than incentives to get referrals from clients, if you do want to use incentives, makting the incentive highly personal is more effectiv than making it big. Seven Ways to Immediately Increase Referrals From ClientsThe mega-producers who build their business from client referrals use a disciplined, predictable process. But here are 7 quick techniques to help increase referrals immediately. You Can't Scream Loud EnoughMarketing is not about how loud or how often you can scream. Rather, marketing is about learning how to communicate with prospects in ways they will accept and respect. The Power Of The Press ReleaseOpen any newspaper and you'll find mention of thousands of companies and products. Most typically the same names are mentioned over and over-Sears, Old Navy, GM, Microsoft, Wal-Mart, and the list goes on. Many, if not most, of these stories relate some event or product these companies want to expose... Three "Secrets" To A Successful Networking EventAre you one of the millions of small business owners and professionals who have attended networking events held by the chamber of commerce or a business organization and found the experience to be far less than what you had hoped?
Attending networking events has proven to be frustrating and ultimately a... Secrets Of A Successful Marketing PartnershipI recently received an interesting e-mail from a gentleman in the UK asking if marketing partnerships really work. He had approached a number of potential partners and many expressed interest in forming partnership, yet nothing got done.
There seems to be quite a bit of interest right now in marketing partnerships.... Why Clients Resist Giving Quality ReferralsVirtually every advisor has been taught that generating referrals from clients and prospects are the way to success, but less than 15% of all advisors generate enough referrals to significantly impact their business. Most of the time, the problems advisors have generating referrals is due to the training-or lack thereof--they... Speak Your Way To SuccessSalespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects.
Most salespeople who sell directly to consumers are all too familiar with cold-calling; purchasing leads; sending out mass direct mail and email pieces; and... Knowing Who Your Client KnowsOne of the critical parts of generating a large number of quality referrals is, of course, getting quality referrals, as opposed to just getting names and phone numbers. Effective Client CommunicationWhether you know it or not, your database of current and past clients is your best source of new clients. "Prospecting" for a new client is time consuming and expensive.
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