Building the ideal relationship…

Hey guys,

You know that you have built the ideal relationship when an existing or potential client thinks of your product or service…they immediately think of you!

Ask yourself honestly how many of your clients would do this, and you may discover that you need to do a little more work on improving some of your relationships.

The essence of Relationship Marketing in helping you build the ideal relationship, it’s foundation is built on integrity, honesty, openness, trust and mutually profitable exchange. Relationship Marketing simply consists of one individual communicating with another individual…regardless of their company or position.

When you build your business using Relationship Marketing, you develop a referral-based business by becoming a trusted advisor, confidant and friend to your client.

This process forms the basis of two very powerful questions to keep in mind anytime you’re working on the development of your business. First ask yourself, “Is this action positioning me as a trusted advisor?” and then, “Am I building a referral-based business by what I am doing?”

If you can’t answer yes to these two questions, you should immediately stop what you are doing and consider another course of action that will help you achieve your desired outcome…building the ideal relationship!

Live with passion,

Brett Alegre-Wood

The Art of Meaningful Conversation…

Hey guys,

Although it may not seem all that important, in almost every relationship, making conversation occupies a very special place.

Meaningful conversation about the things that are important to your client will help to personalise your relationship. It’s the way to let them know you’re listening to and thinking about them… More than this you’re saying ‘You care’.

Importantly though, you mustn’t make conversation just for the sake of having a chat. You must set a clear intention that will underlie all your questions and statements. The conversation should be structured around the positive aspects that are of real interest and relevance to your client.

Here are five areas of conversation that will allow you to really get to know your client…

• Family… What relationships are important to them, this would include
friends and family?
• Occupation… What are their long-term career aspirations as well
as current positions?
• Recreation… What do they love to do in their spare time?

• Motivation or Money… What motivates your client? Their vision, goals and aspirations

• Sports or Specific… Specific conversation about the products/service you offer
and the benefits to them

No matter what, remember that you’re not chatting for your pleasure, always talk about what’s important to your client…

Live with passion,

Brett Alegre-Wood

Mobile Phone Industry Sales Phrases for your pitch…

Hey guys,

Here are some Mobile Phone Industry phrases (obviously adapt these as you see fit) that I have used whilst selling mobile phones in the UK.

  • That’s an average bill not really much we can save you so let’s look at getting you better value.
  • Why are you on Pay As You Go.
  • Which network would you like?
  • Your bill is more than double the Monthly Line Rental so obviously you are on the wrong tariff… Let’s get you better value and save you some money.
  • All our calls are at Off Peak Rates.
  • We do all 4 networks which one would you like.
  • It’s in connection with the telecommunications within the company that is his responsibility isn’t it.
  • With XXXX you are contracted to the Network not the Tariff.

Live with passion,

Brett Alegre-Wood

A Word on Your Signature…

Hey guys,

How you sign your name actually says a lot about you and the message or product/service you are trying to convey. Here’s some tips on how your signature should look when you sign your letters and postcards…

Legible – They need to be able to be read… This conveys openness and honesty, you’re not hiding anything.
First and Surname – You should write your First and Last name so that you can be identified by the reader. This again conveys accountability, openness.
Upward sloping – This conveys a message of success…
Strike outs – Don’t cross back over your first name, this conveys a poor self esteem. Crossing back over your last name, denotes you may not like my family. Or the whole name indicates you may not like yourself or your family.
Underlines – I have a need to be right and I am more important than you…
Small Writing – I don’t like to be seen or heard…
Large Writing – I like to be heard…
Including a middle initial – I am important…

Remember that you are not signing a cheque your are building a relationship…

Live with passion,

Brett Alegre-Wood

Continuous innovation leads to frustration and failure…

Hey guys,

There are many strategies to choose from. It is important that you test and measure the effectiveness of your strategy or pitch. Change it until you have it working very well and then continue to use it unchanged until it stops working. This may sound obvious but many hardcore salespeople fail in this simple process. Continuous innovation will lead to frustration and failure. Find the thing that works and stick to it.

Your business probably already has a proven track record of success with its sales pitch. Additional strategies should be used to supplement your scripts not replace them.

Live with passion,

Brett Alegre-Wood

How to get someones first name…

Hey guys,

Ever had a client that says ‘It’s Mr Jones’. Well here’s how to easily get their first name.

Just say this…

“Hi, My first name is XXXX, what was your first name?”

The important thing is to give your first name, this will establish that you want to be on a first name basis with them and by giving you first name, human nature dictates that they must also give there’s.

No in some circumstances, normally very old fashioned (old) people they are quite content to use first name. These people it’s fine to continue with the Mr or Mrs. Anyone else and they are likely to be seeing you as a salesperson so you have to work hard on the relationship.

Live with passion,

Brett Alegre-Wood

General sales phrases for pitching…

Hey guys,

Here are some of the phases that I build into my scripts and pitches for sales across all industries.

  • I’m sure that you’d agree with me.
  • It’s better to have and not need than to need and not have.
  • Can you see the benefits?
  • Let’s do it… NOW! This minute right now.
  • Tell me in detail… Whats holding you back.
  • Lets get realistic
  • I want to start saving you money NOW!
  • Silence.
  • When we come to that bridge we will cross it…
  • How does that sound?
  • That’s not a problem
  • I guarantee this will make you happy.
  • I would strongly recommend it.
  • What do I need to do to get this sale today?
  • Now XXXX, will you be making the decision or should I also address it to someone else.
  • Someone from your organisation has contacted us about …
  • xxx has been doing a heap of advertising to the business marketplace and I am just following up with the detailed information.
  • Who would have been the person who enquired I have XXXX but this is under director details so it may not be the person who has enquired.
  • Would I have your permission to contact him after we have done the deal and only one, the basis that your 100% happy.
  • The benefits of this program are….
  • (If they are happy with their current provider) If you could improve one thing about the service what would that be.
  • You do realise your funding the XXXX Christmas Party.
  • How would you feel if I could save you 50% today?

Live with passion,

Brett Alegre-Wood

Massive Action — The Funnel

Hey guys,

It’s helpful to think about your lead generation in terms of “filling a funnel,” the funnel representing the information process you’re taking people through.

To use an analogy, if you poured a couple of drops of petrol into a funnel, and waited for them to come through the other end before you poured another couple of drops through, you may never end up with any coming through. Reason: the petrol may evaporate before it comes through. You need volume to avoid this problem.

Generating either warm or cold leads for your business is no different — you need sufficient volume coming through at any point in time so that you avoid “evaporation”.

Live with passion,

Brett Alegre-Wood

Focus versus Stability – ‘The Parthenon Theory’

Hey guys,

I have a confession that this article is a marketing principle but can be just as easily applied to your sales process.

In marketing there is a theory called ‘The Parthenon’. This basically states that to build a business with stability both in growth and sales you need to have a number of marketing strategies in place at one time. Rather than just relying on magazine advertising you could also do some newspaper ads and direct mail. The wider your choice of strategies the less the impact if one of them fails to work.

A Point of Caution…

The Parthenon strategy is not necessarily for those just starting out as it can take your focus off the simple strategies that work that you need to focus on. It is recommended you counsel with your hardcore Sales Director on the best methods & timing to apply this theory.

Here are some points to consider as you choose your marketing strategy:

• Cost
• Time until responses start to come in.
• Locality of the leads that will respond to your ad.
• The quality of the lead you will attract based on the method and placement of your ad.
• How qualified your lead will be based on the information you provided up-front.

All of these things will determine the success of your strategy. In most instances the best strategy is people you know or people you meet. The reasons are as follows:

• No cost.
• You already have a relationship and level of trust established.
• It’s more fun working with your friends.
• You can qualify them without spending anything.
• You can talk to them immediately.
• There is no limit to the amount of people you can contact.

Always have FUN and remember the more people you talk to and share the value of these products, the quicker you will build your business.

Importantly if you are doing something that is working, don’t stop it to try your next pillar in your parthenon, use it alongside.

Live with passion,

Brett Alegre-Wood

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