Category Archives: Relationships

Five Ways to PROVE Your Value to Prospects

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When a business states that they “provide exemplary service” do you think people actually believe them? It is like saying, “trust me” or “the check is in the mail.” Empty statements, void of facts, are a waste of words today.

We have to do better than this. Today it is harder than ever to get a prospect to pay attention, much less believe that your value may be worth it.

Here are five tips for proving your value to prospects:

  • Be specific.
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    Get Someone to Like You in 3 Minutes

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    Making an impression is important. In our line of work, being likable is sometimes critical to building relationships with prospects that turns them into clients. So what can you do to quickly become likable? Could a simple skill like listening improve your likability and your overall business? The act of listening has been proven to have an impact on other fields, and makes it highly likely it can impact your business as well.

    In his best-selling book,

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    The Business of Relationships

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    Proactively building relationships is often an afterthought. We are just too busy trying to get through the work of the day. And, relationships are not what we DO in our businesses, right? Wrong.

    There’s often a very direct correlation between the quality of your relationships with prospects and clients, and the rate of sales and growth in your business.  The question is – what are you doing about this?

    Intuitively we know that relationships are important,

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    Your Thanksgiving Challenge: The Most Meaningful Thank You

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    If you want to make an impact during this holiday season, consider calling someone or stopping by someone’s office to deliver them a “thank you” in person.

    The “thank you” that comes from you directly is the one that feels the most sincere. When someone can hear you say “thank you” – just to them – it feels different. It feels personal. It feels authentic.

    Why? The “thank you” that is delivered personally takes more effort (and we know it) than sending off an email or announcing a thank you to everyone in your email newsletter.

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    Powerful Questions to Truly Engage

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    If you want to truly engage a prospect or client, instead of talking, it is actually more critical to listen. The key with engagement is interaction. Most (and I really mean most) people are focused on themselves and are more than ready to talk about themselves and their products. But how do you get the other person to begin talking?

    Great questions lead to great interaction and will allow you to be in control of the conversation while gaining all the benefits of listening and learning about the other person.

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