2008 Will Be Great if You Know Your No-nos
Happy New Year!
You may know what to do to prosper in the year ahead.
But do you know what not to do?
If you want to have a great 2008, DON’T…
+ think your work will sell itself. Everyone does good work. Your top priority should be to sell yourself.
+ go after ”customers.” Seek “clients,” instead. A customer wants a chair, a client wants a long term commitment.
+ give up too soon. Less than 4% of sales are made during the first contact, but more than 80 per cent are made by the eighth. “No” may just mean “Not yet.”
+ focus on a client’s “budget. “They don’t know what it is. Force them to pick a random number and you do them — and yourself– a disservice.
+ worry about price objections. Welcome them. Prospects have to be somewhat interested if they question your price.
+ quote fees over the phone. Face -to- face meetings are the best way to present fees.
+ settle for a second rate website. You’re better off with no web site than a bad one. Get your site right, and it will work wonders.
+ forget to “upsell.” If you don’t ask about other rooms, projects, and upgrades, you leave something important on the table: money.
Here’s to a Great ’08!
Comments (1)
I’d add in to your list don’t forget to ask for recommendations when the job is completed, if you do a great job they will be happy to tell their friends.