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 Now that summer is FINALLY here, everyone's mood has greatly improved. There are lots of outdoor activities such as golfing, running, biking, camping, fishing , holidays and weekends at the cabin, just to name a few. These summer activities provides you plenty of material to talk about with your clients.
Over the next 90 days I challenge you to make a concentrated effort to choose the topic of summer activities, to engage clients in conversation and start building or deepening your relationships. Ask open ended questions and listen a lot more than you speak. Take your queues from the client. If they give you brief answers, move on to business discussions. If they are animated and detailed in their response, continue to probe. Be observant, as soon as the client disengages get back to business.
REMEMBER, People Do Business With People they KNOW, LIKE and TRUST! Getting to know the personal interests of clients or prospects is the first step to developing new business and creating loyalty.
Don't forget to keep detailed records of what you learn so you can refresh yourself prior to your next phone call, email or visit. Refer back to this information when appropriate. Make comments such as "It was an awesome weekend did you get out to your cabin at Pigeon Lake? " You could make a comment like this in person, on the phone or even on an email.
Relationships take time and effort to develop. Be patient and persistent! It WILL pay off.
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Written
by Lori Colborne, President - LSL
Marketing Consultants
Lori Colborne is an international speaker, consultant & author of “Innovative
Marketing Made Easy!
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