tailieunhanh - 101 marketing strategies for accounting law consulting and professional services firms phần 3

ver xem David Letterman miễn nhiệm một khách mời trên chương trình của mình? Ông chỉ đơn giản đứng lên, trông khách trong mắt, lắc tay và nói, "dừng chân; chúc may mắn với bộ phim mới của bạn"Bạn có thể có nhiều khách hàng, những người thực sự không đủ | Qualifying Use the David Letterman IO Dismissal for Unqualified Clients and Prospects Ever watch David Letterman dismiss a guest on his show He simply stands up looks the guest in the eye shakes his hand and says Thanks for stopping by good luck with your new movie. Firing Clients You may have many clients who are really unqualified to do business with you. Clients who don t pay the bills on time who require more service than they pay for and who irritate you and your staff. If you fire the client you stand the chance of antagonizing him. If your client leaves angry he will tell many other people in your community. Why not arrange for your unqualified client to meet with another professional who can serve the client s need well Once you have made the introductions and explained the benefits of these two working together stand up look the former client in the eye shake her hand and say Thanks for being my client good luck with Bob. I know he will really take care of you. Networking The same situation holds true when you are networking at a business mixer or trade show. You can waste a lot of time chatting with unqualified prospects. In fact the more unqualified 37 101 Marketing Strategies the prospect is the more he seems to linger around you. So what do you do First make it a rule to not give any unqualified prospect more than two minutes of your time at a networking event or trade show. Second say Thanks for stopping by I hope you enjoy the evening. Third turn and move on to the next person in line or step across the room and capture a more qualified looking person. Conclusion Using a series of qualifying questions will enable you to determine quickly if this person is qualified to do business with you. Many people you meet will not be. Use the David Letterman dismissal and invest your time with prospects who are qualified. 38 CHAPTER FOUR Gaining Access to Decision Makers 17 Reaching Decision Makers 18 Tips to Help You Gain Access to Decision Makers 19 Your .