There’s one big reason companies focus on renewal business: the cost. Renewal business costs less than new business because you aren’t paying acquisition fees or other up-front costs. Your customer is also familiar with you, which means you spend less time...
Emails and phone calls are the two leading prospecting methods. So, have you ever wondered which should come first? Converting a prospect largely depends on the first contact. A prospect’s interest should pique during the first few seconds of the first communication....
When you’re recruiting new clients, there is nothing more powerful than the truth: the truth from your past clients and of the service you’ve provided them. Being productive with your day is a way of working smarter and not harder. Your biggest advocates...
Going Old School with New School Techniques Each year, the sales world seemingly is bombarded with the hot new trend, worthy or not. No matter the trend, the basics of sales can’t be dropped. The tried and true methods of sales, such as relating to the client and...
What if you could combine new data with information you already have, increasing the potential for double the impact? Perhaps it’s not filed and stored, but you may already have a large data source at your fingertips- your current customers. Word of mouth can...
All kinds of contact lists and databases are available online, promising to do the work for you by providing you a huge list of data to prospect. This is one case where quality over quantity matters- and if you’ve been hunting for the “quantity”,...