Helping our financial and professional service clients win, grow and manage clients
Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. ·...
Transcript of Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. ·...
![Page 1: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/1.jpg)
Relationship Strength Training: How to Manage and
Grow Your Customer Base
Danny Friedman
President
DANNY Inc
![Page 2: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/2.jpg)
Is it easier to get a new client or retain a current client?
![Page 3: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/3.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Today’s Market
- Internet
- Direct End User Companies
- Other Distributors
IT’S BRUTAL OUT THERE!
(But it doesn’t have to be)
![Page 4: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/4.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Types of Clients
- “I’m The Man” ( or Woman)
- Wishy Washy
- Data Geek
- “Let’s Make a Deal!”
DO YOU KNOW WHAT TYPE OF CLIENT YOU ARE WORKING WITH?
![Page 5: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/5.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
How Clients Do Business
Hardcore- All Business
Friendly Business- Social/Business
Non Business-All Social
DO YOU KNOW HOW YOUR CLIENT DOES BUSINESS?
![Page 6: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/6.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
How to Deal with Clients
Type of Client + How They Do Business= How You Will Deal with Client
Ex. “I’m The Man” (or Woman) + Non Business
Ex. “Let’s Make A Deal!” + Hardcore
CONTROL, CONTROL, CONTROL
![Page 7: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/7.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
“Hot Buttons” and Speech Patterns
- “Hot Button”-What makes a client happy
- Speech Pattern-Gauge how you speak
A CLIENT IS MORE WILLING TO WORK WITH YOU IF THEY FEEL COMFORTABLE WITH YOU
![Page 8: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/8.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Maintenance of Client Base
• How often should I contact Clients?
- Human Daytimer
• How should I contact Clients?
-Phone
-E Mail
-Face to Face
YOU MUST BECOME CLIENT’S PROMOTIONAL PRODUCTS DEPARTMENT
![Page 9: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/9.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Your Client Can Grow Your Business
- Ask For Referral
- “Spread Yourself Thin”
(Not a New Diet)
USE THE CREDIBILITY YOU’VE GAINED FROM YOUR CLIENTS TO GROW YOUR BUSINESS
![Page 10: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/10.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Prioritizing Your Client Base
Time = $$$$$$$
- Time is a Sales Professional’s Most Valuable Commodity
80% OF YOUR BUSINESS WILL COME FROM 20% OF YOUR CLIENTS
![Page 11: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/11.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
You’re Fired!: When It’s Time to Drop A Client
High Maintenance vs. Low $$$$$
Rolling The Dice - “Should I Drop This Client?”
IF DROPPING A CLIENT MEANS MORE TIME TO WORK ON MORE PROFITABLE CLIENTS THEN
DO IT!
![Page 12: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/12.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Dealing with Problems
Are Problems Inevitable?
“Band-Aid” Technique
-Address Problem Swiftly and Directly
TURN A PROBLEM INTO A WAY OF MAKING YOUR CLIENT RELATIONSHIP STRONGER!
![Page 13: Relationship Strength Training: How to Manage and Grow Your … Expo... · 2018. 1. 22. · Relationship Strength Training: How to Manage and Grow Your Client Base Summary - Control,](https://reader034.fdocuments.in/reader034/viewer/2022052100/603a1f4877a4223df3508ddb/html5/thumbnails/13.jpg)
Relationship Strength Training: How to Manage and Grow Your Client Base
Summary
- Control, Control, Control
- Have Your Clients Help You Grow Your Business
- Prioritize
“It Takes a Lifetime to Build a
Client Relationship and 1 Minute
to Lose it” – Old Wise Sales Professional