Don’t Just Sell Stuff – Build A Business
Posted By Michael Roby | Wednesday, November 12th, 2008Last night I enjoyed seeing a real professional at work. Anne Warfield, CSP addressed the National Speakers Association’s Minnesota Chapter. Anne is a gifted professional speaker and world-class corporate presentation skills trainer. Her firm, Impression Management Professionals, says it is “all about how to communicate with candor but without judgment.” Ann, along with her husband and business partner Paul Cummings, spoke about how they have built their business by providing a uniquely valuable corporate communications service proposition.
Here’s the point: Anne hasn’t just sold speeches and training – she has built a business. She runs the business; the business doesn’t run her. IMP utilizes the services of talented professionals within their business to maximize the potential of each client interaction. This business will outlive Anne and Paul and provide real net worth, and not just an income.
Consider these questions:
- Are you building a business or are you just selling stuff?
- Do you create multiple ways for your clients to utilize your services?
- Do you focus on strategies and solutions or only upon products?
- Have you created a system to continually stay in from of your best prospects and clients using a variety of marketing techniques, or do you only call them when you want to sell something?
Your clients – and your prospects – are dying for an advisor that truly provides services that help them meet their financial objectives. By building a business that delivers service at multiple levels your clients won’t focus on individual transactions. So build strategy that meets their needs and helps you grow your business exponentially.
Good selling!
Technorati Tags: Anne Warfield, CSP, National Speakers Association, professional speaker, presentation skills, Impression Management Professionals
