http://www.michaelroby.com/blog/wow-your-customers-clients/ Selling Financial Products Mon, 07 Mar 2011 18:09:05 -0500 http://wordpress.org/?v=2.8.4 hourly 1 http://www.michaelroby.com/blog/wow-your-customers-clients/comment-page-1/#comment-294 admin Mon, 01 Jan 2007 03:09:11 +0000 http://www.michaelroby.com/blog/?p=8#comment-294 Great way to create "presence in your absence!" Great way to create “presence in your absence!”

]]> http://www.michaelroby.com/blog/wow-your-customers-clients/comment-page-1/#comment-293 pvsmith Fri, 29 Dec 2006 15:36:30 +0000 http://www.michaelroby.com/blog/?p=8#comment-293 I used to drive 200 or 300 miles to make a 20-minute Powerpoint presentation, which was my initial sales contact with a potential buyer. I decided this year to make that presentation via GoToMeeting, saving the time and travel expense. But I knew that I had to maintain that personal touch, so I hired two retired school superintendents to visit with my main clients, school superintendents. They are on the road, putting a face to my business, and I'm in the background providing technical details via the Internet presentations. This has been a winning formula for 2006, because I have been able to double sales, and the clients are calling for repeat business. The bottom line: I can be as high-tech as I want, but I have to keep a face in front of people so they know who they're dealing with and they can trust. Because my sales force has such high credibility with my clients, I immediately come into a project with a higher standing. I considered hiring a "super salesman" who was good a closing deals, but I'm glad I went with a peer in the network to make the contacts. Sure, I probably lose some sales because they're not high-pressure, close-the-deal guys, but they speak the language of my clients and have a high comfort level. My bottom line will tell you that this works. I used to drive 200 or 300 miles to make a 20-minute Powerpoint presentation, which was my initial sales contact with a potential buyer. I decided this year to make that presentation via GoToMeeting, saving the time and travel expense. But I knew that I had to maintain that personal touch, so I hired two retired school superintendents to visit with my main clients, school superintendents. They are on the road, putting a face to my business, and I’m in the background providing technical details via the Internet presentations. This has been a winning formula for 2006, because I have been able to double sales, and the clients are calling for repeat business. The bottom line: I can be as high-tech as I want, but I have to keep a face in front of people so they know who they’re dealing with and they can trust. Because my sales force has such high credibility with my clients, I immediately come into a project with a higher standing. I considered hiring a “super salesman” who was good a closing deals, but I’m glad I went with a peer in the network to make the contacts. Sure, I probably lose some sales because they’re not high-pressure, close-the-deal guys, but they speak the language of my clients and have a high comfort level. My bottom line will tell you that this works.

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