Do you sometimes feel like you are running 24/7 without coming up for air in your business? This is a dangerous place to be which will eventually put you out of business. How do you prevent this from destroying your business and continually grow?

What happens when Covid-20 hits (or the next economic crisis)? Why have so many businesses failed in the last year and why did some of us survive? Most importantly, how do we prepare for the next crisis? It’s not an if, it’s a when.

What’s one of the biggest reasons clients and customers are dissatisfied? They have totally different expectations and perceptions of your products or service than you do. How do we bridge this gap and turn disgruntled clients into raving fans? Listen to this episode to find out more. 

So you got the appointment with the prospect. What now? How do you turn this appointment into a sale? How do you maximize your time and process to take advantage of your appointment and grow your business. This is part two on how to do this. Take a listen.

When it comes to B2B, we are all focused on getting in front of our prospects. If you are successful, that’s only the first step. What do you do after setting an appointment, and how do you maximize your effectiveness? This is part one of what and how to do this. Take a listen.

Ever had someone call your office and go off on your team or you? Or maybe bravely post a really nasty review or social media post? These people are a fact of business and life, but the question is how do we deal with them. Listen to find out how.

Ever been nervous to reach out to a client and ask them what they think of your service or product? Sometimes, it’s easier to stick our heads in the sand. Why? It’s tough to hear both haters nasty and loud opinions, and sometimes it’s equally tough to hear the truth.  Hater or truther, you can’t ignore feedback as it’s one of the best tools we have. So HOW do we get constructive feedback from our clients that we can implement to grow our B2B small business? 

So you don’t like some of your clients, and would like to fire them? What do you do? If you realize you have some(or all) of the wrong clients, how do you get rid of them, and how do you actually attract the right clients? Listen to find out how you can rid your business of the wrong clients and replace them with the ones that will be a pleasure to work with and reduce the stress in your life.

Do you hate some of your clients (or at least dislike them)? That means you are attracting and selling to the wrong people. Yes, it’s simple as that. One of the biggest stresses in our business is dealing with clients who we don’t like and don’t share the same values with. Listen to find out how you can wake up and look forward to interacting with your clients.

Highlights

• Having unpleasant clients is not a requirement in business.
  
  
• Do your best to not attract and take on clients that you don’t want to do business with.
  
  
• Most inbound customer calls are not positive. So, there are a lot of negative interactions.
  
  
• If your customer service employees are having bad interactions every day, then it is bad for the company. 
  
  
• You should be looking for clients that share your company values.
  
  
• Having the wrong clients with incorrect expectations can be bad for the company. They will eventually leave and will not have good things to say to future prospects.
  
  
• Placing money over values and fit can be a magnet for poor client relations.
  
  
• Have intentional planning and strategies for client fit. Define the client in meaningful ways.
  
  
• Many businesses are not aligning their marketing to target the correct clients and repel those that aren’t a good fit.

Have you ever been asked by a salesperson after a sale, “Hey, who do you know who would be interested in my product?”. That has to be one of the most annoying and ineffective ways of getting referrals. Let’s talk about how to do it right.

Highlights

• There are strong and weak referrals.
  
  
• A good referral is an introduction to a prospect that has some trustworthy source that is qualified and is looking for a solution like yours.
  
  
• Trust is critical and there are many ways to build trust. Time, testimonials, referrals, etc. are all ways to build trust.
  
  
• When someone vouches for you, they have transferred their trust to you.
  
  
• You need to make sure that your circle of influence understands what exactly you provide and what a great client fit is.
  
  
• Trying to cater to referrals can damage the relationship with the person that referred the prospect if you are not actually a good match for the prospect.
  
  
• A referral is only a true referral when the prospect needs the service now or very soon.
  
  
• Simply asking a client if they know another prospect that could use your service is a bad idea.  It can quickly turn a pleasant transaction into something sour.
  
  
• The best way to get referrals is to provide outstanding service to your clients.
  
  
• Clients that are excited about your service will not need to be asked for referrals. They will do it because they want to.
  
  
• Design a system to make it easy for people to refer business to you.