FollowI have a client named Susan Kissinger of Kissinger Promotions in Ft. Lauderdale, Florida. Susan is my choice client. She’s smart, motivated, and loves to learn and share ideas. She’s been part of my coaching group for two years. Since joining the group, her sales have dramatically increased. This year her sales are up 25%! What she likes best about the group is being able to hear what others, just like her, are doing to increase their sales. She also enjoys having access to top notch resources and support at the click of her mouse.
Do You Know Your Choice Client?
Knowing whom you want to work with and whom you don’t is the first step in marketing your business and increasing your sales.
In today’s featured article, I’ll share with you easy steps to identify your choice clients.
You Get To Choose!
One of the best things about the promotional products industry is that just about any business can use your services, but savvy promotional professionals know that they don’t want to do business with just anyone. They pick and choose whom they want to work with and whom they don’t based on a choice client profile.
1. Write a crystal clear description of your choice client. Hint: The easiest way to do this is to look at your current top 10 clients. What do you know about them? What do they have in common?
Here are some things you can include in the description:
- What industries do they work in?
- What challenges do they have?
- What is their job title?
- What products do they typically buy?
- How often do they purchase?
- What do you like most about doing business with them?
- What do they like about working with you?
- How do they treat you?
- How many follow-up calls do you typically make before you get the order?
- How much money do they spend with you monthly and/or yearly?
Once you have the answers to these questions, you’ve created your choice client profile. Look for more clients that fit this profile. Be willing to walk away from those that don’t.
2. List five things you absolutely require before you’ll begin working with a client. Here are five things I believe are important to know:
- Who is the decision maker?
- How are decisions made?
- If you give your client an original idea, will it be put out for bid?
- What is the client’s objective?
- Does the client treat you with respect and value your ideas?
Knowing who your choice client is will be a big help in deciding which projects you want to work on, and which ones to walk away from.
Your opinion counts!
What is your criteria for choosing clients? How do you decide? I’d love to hear from you. Please post your comments in the box below!
© 2007 – 2013 Rosalie Marcus
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Not sure which program or product is right for you? Contact Rosalie for a brief, no obligation, personal consultation. Reach her at Rosalie@promobizcoach.com
Rosalie Marcus, The Promo Biz Coach ™ is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes! Get a FREE special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a FREE Skyrocket Your Sales audio download at http://www.promobizcoach.
Reach her at Rosalie@promobizcoach.com or 215-572-6766.
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