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Which Of These Best Describes Your Business/Career?
Is a proper and fully functional DMS system integrated in the business?
Is there an integrated CRM system which is properly used?
Do employees have clear performance goals?
Is Regional market share rate (new & used sales) measured monthly?
Compel Your Best Prospects
1-You have no predictable way to generate new leads relying on manual prospecting, personal promotion, and no response ads.
2-You focus on Branding and building Top of Mind Awareness in your marketplace.
3-You generally always have enough new prospects every year to increase your results.
4-You’re always able to generate prospects predictably. On demand, for a known cost, as many as you want, like a vending machine.
Educate and Motivate
1-If prospects are not ready to buy now, they fall through the cracks, and you have no systematic regular follow-up communication.
2-You believe that just staying continually in contact over time will produce the sale – whenever they are ready.
3-It usually takes you an unpredictable amount of time and effort, with no systematic approach, to transform prospects into customers.
4-You have a systematic way to engage with new prospects to find “five star candidates” and to patiently engage them over time.
Make Irresistible First Offers
1-You wait for prospects to take the initiative, able to take orders when people are ready to buy.
2-You consistently “check in” with prospects to see if there is anything you can do to help.
3-You focus on training the sales team to overcome objections and close prospects right now.
4-You continually make specific offers to prospects as they become ready -- taking a leadership role in all next steps.
Deliver Dream Results
1-You are unable to predictably get a consistent result for clients – and then blame the clients for not following the plan.
2-You are usually able to get the result for your clients, but the process and experience may be a little inconsistent.
3-You are confident that most of your clients will have a satisfying experience with your product or service.
4-You have a unique process and unique teamwork that gets a “dream come true result” for clients every time.
After Sales Service
1-Once the transaction is made, you are on to the next prospect, with no additional services offered -- so no testimonials or referrals.
2-You feel that each customer’s value is mostly the first transaction, and then you immediately move on to the next new customer.
3-You try to maximize transaction value with upsell offers or incentives on future orders placed now.
4-Each client experience leads to the next client and sets the stage for a lifetime relationship.
Nurture Lifetime Relationships
1-You have no database or CRM, no communication with clients, and just hope they return.
2-You generally measure your personal and business success only in terms of transactions, revenues, and profits.
3-You are generally aware of and measure the Lifetime Value of a client but measure it historically.
4-You continually measure and increase “return on relationship” of your entire client portfolio, which is your most valued asset.
1-You get sporadic, unpredictable referrals, no effort to orchestrate, recognize, or encourage the flow of referrals.
2-You stay in touch with your existing clientele in conventional ways without consciously and strategically measuring the results.
3-You focus on increasing referrals by constantly asking for and incentivizing referrals.
4-You proactively orchestrate your referral systems to create and measure referrals every month like clockwork.
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