Reality Vs. Perception
By Scott Hallman on August 1, 2017

The $1M+ Learning Lesson

How do your customers actually perceive the value you provide with your products(s), service(s) and customer care? Is it the same as you perceive it to be? What is the “reality”? Not having a clear answer to these questions can lead to underperformance that ranges from increased customer turnover to lower repeat purchases to getting fewer referrals than you deserve…and of course, giving up profit.

Several years ago, after investing several hundred thousand in our landscaping, we were on our third gardener and I was once again less than satisfied and wanted to replace this gardener. Said another way, I PERCEIVED that the gardener was not doing a great job and that I was paying for hours where little was getting done.

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Systematically Getting More From Your Customers
By Scott Hallman on July 12, 2017

Welcome to this week’s Profit Tip where we bring you real-world ways to Build-Grow-Manage-Profit from your business. My goal is that you earn at least $1,000 an hour for every hour you spend learning and applying our profit strategies.

Years back I acquired a company that was co-managed by two fascinating entrepreneurs, Jessie and Rohit. While we were over-focused on getting new clients, they were focused on first maximizing the revenue of every client. Their goal was to fill every client need they were qualified to fill. And the results spoke for themselves. They were by far the most profitable division we had, and this fact caused me to pay close attention.

You see, they learned that getting new clients was extremely difficult in the competitive arena of technology. They also learned that they could penetrate deeply and expand into many more opportunities within these same clients, building stronger relationships, had more opportunities and actually became harder to replace.

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4 Tips for Generating More Quotes/Proposals
By Scott Hallman on June 27, 2017

Does your business have a formal proposal or quote process, or require written confirmations, or other information before a prospect will purchase? If so, you have a “proposal” step in your sales process no matter what you call it.

You’ve invested a significant amount of time and money to generate leads, connect with and engage with prospects in some fashion. Your investment in these efforts is worthless if you don’t get the opportunity to submit a QUALITY PROPOSAL.

Like getting up to bat in baseball, the more opportunities you have to submit a quality proposal, the greater will be your success. Just a 3% increase in the number of prospects and opportunities you turn into proposals can yield increased profits with little time, money and effort. It’s the power of incremental improvement I’ve stressed in many of these newsletters.

Want More Proposals?

Here Are 4 Quick Tips

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Are You Really Trusted By Your Customers?
By Scott Hallman on June 19, 2017

The bottom line is, people buy from companies they know, like and trust. They also buy from those who are perceived as experts in their field.

To build trust:

  • Show you care about THEM instead of appearing only focused on a sale. When you interact with a prospect, adopt a helpful mindset. When a prospect engages you in communications (phone, in person, email, or text exchange), listen to what the prospect is saying so you can respond directly to their particular needs. Exceed their expectations in how you interact with them. Treat all of your prospects like you would like to be treated as a prospect. (more…)

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The Bottom Up Sales Funnel
By Scott Hallman on May 17, 2017

Tired of missing sales forecast? If so it may not be that you and your team are not working hard enough but instead that you are going about things the wrong way.

What if there was a way to significantly increase your ability to accurately achieve your projected sales goals?

I created a simple process for helping companies eliminate that dreaded feeling of coming up short every quarter. (more…)

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