How do you turn a client complaint into a positive, word-of-mouth prospecting opportunity? It is amazing at how simple it can be (but not always easy…!) —to turn a negative into a positive. It is all in how you choose to respond.
No matter how hard you work to provide the best service for your clients, there will always be times when problems arise. If a client calls you and is obviously distraught or even angry, how you respond at that very moment will impact your ability to resolve the situation—and turn a negative complaint into a positive outcome.
You have heard it said a hundred times, and in a hundred different ways: You can’t beat referrals. If you don’t seek referrals, you are missing one of the simplest, yet effective ways to prospect. So it begs the question…can there be something better?
You see, too often, in both the B2B as well as B2C environments, sales professionals tend to want to begin the relationship by proposing marriage. In other words, they go in and after a short introduction, they propose a long-term, big ticket service, purchase or transaction of some kind that requires a level of trust that just hasn’t been fostered yet.
How do you take your business to the next level? What skills are critical for your business to become a market leader in today’s changing market? As a regular reader of Market Leadership Journal, you know how important we think it is for you to be able to prospect and…
Are you letting fear of rejection to keep you from prospecting? Maybe it’s just a lack of discipline. At what cost? How much are you paying NOT to prospect?