Here is a grid for rating yourself on the various elements of PARTNER. You can add ideas on how you can improve the element, then check back in 6 months and see how you have improved in this area.
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1. Pretend that everybody knows what products or services you have to offer.
2. Be sure not to provide an adequate marketing budget for the company.
3. Convince yourself that you’ve been in business so long that customers will automatically come to you.
4. Forget that you have to keep reminding your established customers that you appreciate their business.
5. Forget that there are new potential customers who would do business with you, if they were reminded and urged to do so.
6. Forget that you have competition trying to attract your customers away from you.
7. Tell yourself it costs too much to do a good job at marketing and you don’t get enough out of it.
8. Overlook the fact that a marketing plan is an investment in our firm’s future.
9. Tell yourself you just don’t have time to spend thinking about promoting your business.
10. Avoid asking for help from professionals in the marketing and advertising professions.
When the Customer: Reward:
1. Appears, calls or inquires 1. By being prompt and prepared
2. Is angry or defensive 2. With kindness and empathy
3. Has special requests 3. By customizing
4. Can't make up their mind 4. With a specific recommendation
5. Raises obstacles or objections 5. By agreeing, empathizing and
to buying building value
6. Gives buying signals 6. By reinforcing the signal,making
it easy to buy, and asking for the
7. Buys 7. By delivering more than you promise
8. Refuses to buy 8. With polite appreciation
9. Complains 9. With fast, positive action
10. Is going to be disappointed 10. With positive perks
Ask yourself this question when dealing with a customer: "How can I
make the customer glad that they talked with me?"
*source: How To Win Customers and K eepThem For Life by Michael l,eBoeuf
Conversations starters from Barbara Walters
“What 10 books would you take with you if you were stranded on a desert island?’
“If you were hospitalized for 3 months but not really too sick, whom, and it can't be a relative, what do you want in the next bed?”
“Whom would you most like to sit next to at a dinner party?”
“If you could live anywhere in the world, where would you want to live?”
The five most foolproof conversation starters
“If you were not doing the work you were doing, what would you most like to be doing?”
‘If you could live any time in history, when would you wish to have lived?”
“If you could be any person in history, who would you like to have been?”
“If you were suddenly given a million dollars and told that you had to spend it just on yourself, what is the first thing you would buy?”
“If your house was on fire, what one possession would you grab on your way out?”
A couple of Peter Wyden' s foolproof openers former executive editor of Ladies home journal
“What in the last year has given you the most pleasure?”
“For what act or achievement would you most want to be remembered?”
The best ice breakers are genuine interest, a warm introductory compliment, and smiling as you clearly say who you are and something about what you are.
The Value of a Smile*
It cost nothing, and creates much.
It enriches those who receive, without impoverishing those who give.
It happens in a flash and the memory of it sometimes last forever.
None are so rich that they can get along without it, and none so poor but are richer for its benefits.
It creates happiness in the home, foster’s good will in a business, and is the countersign of friends.
It is rest to the weary, daylight to the discouraged, sunshine to the sad and Nature's best antidote for trouble.
Yet it cannot be bought, begged, borrowed, or stolen, for it is something that is no earthly good to anybody till it is given away.
And if in the hectic pace of today’s business world some of the people you meet, are too tired to give you a smile, may we ask you to leave one of yours?
For nobody needs a smile so much as those who have nothing left to give!!
*adapted from The Value of a Smile at Christmas by Dale Carnegie