Via Jeffrey Koven on LinkedIn:

Just wrapped up a video shoot with business growth expert Dr. Allan Colman, founder of The Closers Group, who led a group of 50 business owners through a business growth roadmap at the LAX Coastal Chamber of Commerce.

The quote below, from Sir Richard Branson, reminds us to keep clients/customers ahead of economic and industry trends. Offering something extra helps to differentiate you and your firm/company from the competition. Invite the marketing and library professionals into your practice group or office meetings so they can learn more about your focus. With the stiff competition you face, think of other ways you can make yourself and your organization stand out.

It is the very same thing with following what is impacting your client/prospect’s future. Their competition, new tax laws, and pending litigation abound. You and your team must find a way to track, analyze and bring them to the attention of clients/customers.

FOOD FOR THOUGHT

1. Have you assigned your team members journals, organizations and media to follow and report? ____________________
2. What are your clients/customers and prospects most pressing needs? ______________________________________________
3. When was the last time you asked them about the most pressing problems they are facing? ________________________

“Get your clients/customers talking at least 60% of the time.”

According to a Closers Group survey on Client Retention, over 36% of respondents recognized that their long term relationships were cancelled due to the lack of communication – YES 36%!! The two most common reasons were

“we don’t hear from them” and
“they don’t listen to us.”

Getting your clients/customers talking at least 60% of the time is important in relationship building efforts. What better opportunity will you have to understand their needs, and then being to react to them?

THE ART OF LISTENING SHOULD PERMEATE SALES TRAINING.

This “art” should be a part of every marketing plan and be a strategy to use during every concerted business development opportunity.

FOOD FOR THOUGHT

1. Do you know who the decision- maker is at the client or prospect? ____________________________
2. What have you done lately to build each relationship? _________________________________________
3. Do you know their pain? ____________________________

Read “Six Laws of Exceptional Leadership”

DON’T OUTNUMBER AND OUT-TALK YOUR PROSPECTS!

Let me list quotes received from our survey of companies and firms:

• Sending too many people to a meeting;
• Offering to manage and handle what we already have;
• Relying on good results but not building our relationship;
• Not being prepared for the meeting;
• Lack of business etiquette, i.e. taking calls!!;
• At a meeting, talking among themselves.

REMEMBER – GOOD QUESTIONS SELL BETTER THAN GOOD ANSWERS!

Here are some positives to emulate:

• Set the agenda with the prospects at the beginning of the meeting/call/zoom;
• Start with a quick overview of their need and your proposal;
• Underscore how you will be accountable to them;
• Let them talk!!!!!

FOOD FOR THOUGHT:

1. Think of a client and identify their most significant corporate need;
2. Have you studied who and how often they have retained other firms or companies?;
3. If a proposal is rejected, do you know how to MAXIMIZE REJECTION?

REMEMBER “YOUR BRAND IS WHAT STAYS IN THE ROOM AFTER YOU LEAVE THE ROOM” — Jeff Bezos, Amazon

There is a reason some of us continue to slug away. Once that iron wall of resistance totters, the intellectual and professional rewards can be extraordinary. There is also the sweet satisfaction of knowing that you have succeeded where many other worthy aspirants have failed. As you begin to “try again”, create an action program. In our seminars we call it your…

BUSINESS GROWTH ROADMAP.

Evaluate different ways to build client/customer relationships, select one and build on it. Always have questions ready to ask.

FOOD FOR THOUGHT

• Have you begun scheduling update contacts with your customers/clients?
• Do you know what your competitors are offering?
• What can you give away?

“People will do the what if they understand the why.”
– Mary Bara, CEO, General Motors

WILL AI HOGTIE OR KICKSTART REVENUE ACCELERATION?

For a 1/2 Day Seminar

Revenue growth is all about what type of “Accelerators” are needed to help business leaders and non-profits outpace competitors and hit record sales. Drawing from my recent book THE REVENUE ACCELERATOR (published by Made For Success, Inc.) based on an extensive 3 decade career in marketing, sales, consulting and teaching, this seminar demonstrates how anyone from seasoned professionals to start-ups can rapidly grow income.

Adding AI to these efforts is a multi-faceted approach that involves leveraging advanced algorithms, data analysis and automation. These can assist in optimizing revenue growth including:

* Personalized marketing;
* Sales Forecasting;
* Dynamic Pricing;
* Supply Chain;
* Revenue Forecasting.

Audiences perk up and pay attention as they learn how these AI assets are blended into our 21 BOOSTERS OF REVENUE.

allancolmanspeaker.com   [email protected]

I AM BACK!!

With a highly productive summer, my energies are now focused on keynote and seminar speaking. Thanks to great, current topics, I am being booked on:

WILL AI REPLACE LEADERSHIP? THE EMPEROR’S NEW CLOTHES —
A memorable keynote
WILL AI HOGTIE OR KICKSTART REVENUE ACCELERATION? —
Results driven 1/2 day seminar to grow revenue
90 DAY REVENUE SPRINT —
2-3 hour “Catapult” workshop.

In the following posts, lots more detail for your consideration.

Allancolmanspeaker.com

[email protected]
1-310-508-8600

It’s been a while since I started my role at AllanColmanSpeaker.com as a Keynote Speaker. But I wanted to share this update with everyone.

KEYNOTE
Will AI Replace Leadership? The Emperor’s New Clothes
½ DAY SEMINAR
Will AI Hogtie or Kickstart Revenue Acceleration?
2–3 HOUR WORKSHOP
90-Day Revenue Sprint

www.allancolmanspeaker.com – for details

From Keynote