Costs rise daily. Profits shrink weekly. Businesses fail yearly. It is no longer a question of merely more bottom-line profit but rather one of survival. Without winning clients and creating relationships for life, you will always be starting over with the next client.
Perhaps you are looking for ways to make more money in the most economical means possible. The following quotes offer quick practical tips for any businessperson who can’t wait to know everything to do something! Simple straightforward no-nonsense suggestions will help keep your business on track and your expenses down without having to spend more money. The following proven ideas will immediately boost your income and help insure a profit.
Whether you are an owner of a small or large company, a manager, or a salesperson, these quick daily reminders will be of value to you as you win clients and establish relationships for life. Your connection to your clients will last a lifetime, not just for the duration of the transaction.
Having the right attitude and focus each day is the beginning. It does not matter if the reader is a sole practitioner or the leader of a large team. A mere change of attitude and focus can help you win clients and establish relationships for life.
Who said making a decent living wasn’t just plain hard work? Face it. There are very few of us who can make a decent living without working hard. If you want financial freedom, you must invest a lot of your time and energy. At times, you will also have to make some sacrifices for a future goal. If you want a slower paced, less stressful life, then either retire or settle for less—a lot less.
What’s your excuse? Do you avoid prospecting? It’s hard work. No one really likes to do it. However, it’s the backbone of your business. If you don’t have a substantial number of clients, then, you won’t have a substantial income. Your financial success is in direct proportion to the amount of business you generate by acquiring new clients.
ONLY IN HORSESHOES
When you’re close in price during a negotiation, don’t let it fall apart. Don’t let it fall apart because of someone’s ego. If the parties start arguing over insignificant items, then, their ego is getting in the way. In a negotiation everyone must feel that they have won. Keep the negotiations moving—no matter what!
In your presentation, go beyond the generic and CUSTOMIZE the client’s needs to your UNIQUE abilities. What will YOU do, just for THIS client that no one else can or will do?
Your success is dependent on your ability to differentiate yourself from the competition. Write down all the strengths that you have that will make a difference to your client. Continually remind your client of these unique traits. If you can’t figure out what your unique trails are, ask family and friends.
ONLY 24 HOURS
There will never be more than 24 hours in a day. It’s up to you to increase your efficiency. Your income is in direct proportion to your time management skills.
A NATURAL PAUSE
During a presentation, it’s always beneficial to have a cup of coffee or a glass of water. When you are at a loss for words, casually take a drink and think of what to say next. Always have a prop. Give yourself some time to think. You will always appear natural if during a presentation, you stop to take a sip of water. Think about it. Remember the last seminar you attended. Did the speaker have a glass of water nearby?
Your benchmark is a brand new associate. You’ve come a long way! Give yourself some credit. Look at how much you have learned since beginning your career. You have worked hard at learning your trade. Feel proud.
TELL THE TRUTH.
Your job as a professional is to tell the truth. Sometimes clients don’t want to hear the truth. Your most important job as a professional is to tell your client the truth—even though your client may not want to hear it. As business people, we only have our reputations to differentiate us from the hackers. Your own personal integrity will be challenged daily. The decisions that you make based on your honesty and your own personal code of ethics will determine if you are successful (or even stay in business).
Be CONSISTENT in your target market. Inconsistent actions will net nothing. To market effectively, you must be consistent. Starting and stopping will confuse your customers and net you nothing. To establish a solid identification between you and your product, you must repeatedly tell the customer about the association between your name and your product. Soon, your name will be an instant connection with your business.
Take care of your health. It takes a lot of energy to do your business. Don’t neglect yourself. You must be in good health to do an optimum job. Exercise weekly. Join a health club. Your energy level will increase as well as your bank account. Also feed your soul and spirit.
If you’re feeling overwhelmed, declutter your desk. It will make you feel more organized and you will have an instant sense of accomplishment! Take small steps. Begin organizing yourself by tidying your desk. You will instantly have a different and fresh perspective about your work. Next, you can tackle all the other projects that need organizational attention.
What actions did you do today to make money? Rate each action. Every work day should be focused on increasing your financial success. Think about each activity that you did today. Did it help you move towards your goal? Were any activities a waste of time? Did any of these activities generate money?
Find something to smile about or chuckle at or laugh outloud about today. A good laugh will always release tension. Try to stay tense and laugh. It just can’t be done. Imagine your coworkers in outrageous situations. Read a joke book. Have lunch with a fun friend. See a funny movie. Smile. (Your coworkers will wonder what you are up to.)
Don’t quit. You are almost there. Too many people give up before discovering that with a little more time or a little more effort they would have made it. You have worked too hard to give up now. What if you knew that with just a little more effort, you would make it? Would you then give up? None of us know what the future holds. However, we can control the present, minute by minute. We can determine our own destiny by deciding our own actions today.
DON’T TAKE YOURSELF TOO SERIOUSLY.
Try to see the humor in your own mistakes and the mistakes of others. Lighten up. Life (including yours) is too short to be taken so seriously. Live life fully by enjoying it. (Isn’t this what we all work for?) Sometimes it’s necessary to find humor in what may seemingly be solemn situations.
Sometimes you need to call your client or customer’s bluff. Believe it or not but some clients are just too pushy. Push back! For these special types of customers, you will only gain their respect if you stand your ground. Get on their level. By not being as aggressive as they are, you could possibly be perceived as weak.
IT’S EITHER YOU OR THEM.
Who’s in control? Someone has to be in charge. A large portion of your client fees is paid because of your leadership skills. Earn it.
YOU’RE A WINNER!!
You have your own winning lottery ticket—the opportunity to make a lot of money in your business! The numbers WILL pay off for you if you are diligent in your pursuit. The more clients and customers you have, the better your chance to make more money. If your client base is limited, then, so will your income be. Start today by increasing your client base by 10% each month. At the end of the year, you will have expanded your clientele by 120%!
CHECK IT OUT.
Tie up all loose ends within your control, even if everyone says everything is OK. Trust your instincts. Don’t rely on anyone else to complete your job. It’s up to you to make sure the job gets done. Check and recheck all delegation. Make sure that everyone did what they were supposed to do.
Don’t believe everything coworkers or clients tell you. Find out for yourself. We all exaggerate, forget, and, at times, tell small lies. Most people like to listen to gossip. Some even like to originate it. Check it out. If it’s about your business, your survival may depend on knowing the truth.
You won’t always know the real reason why a business transaction died. Clients don’t always tell you all the reasons why they did not proceed. Sometimes, it is none of your business. Sometimes, knowing the real reasons could jeopardize other business ventures. Sometimes, discerning the truth won’t matter.
PART OF THE SERVICE
Return all phone calls before you leave today. People call you because they want a response. You obviously have some knowledge that they need. Be smart. Return all your phone calls today (not just the nice ones). They won’t go away until you do. Part of your promise of excellent service is attending to all the needs of your client. Acknowledging your client is one of the most critical demonstrations of superior service.
Is there anyone in your life who taught you to put limits on yourself? Free yourself. You are no longer your parents’ little boy or little girl. You have molded your life to look as it does now. Do you want financial success? It’s within your reach if you just let go of anyone who holds you back. Were they afraid of prosperity? Has this fear passed on to you?
This has been a sample from Joyce Freese’s EBook, How to Win Clients & Establish Relationships for Life.
Joyce has owned several companies, managed for a large corporation, taught college seminars, and is recognized nationally in the top 10 percent for her real estate sales performance.
Her no-nonsense, straightforward inspirational approach to staying focused on the dream has helped her achieve her goals.
In 2016, Joyce received the distinction as Realtor© Emeritus from The National Association of Realtors for her many years of service to Sellers and Buyers.
She presently lives in Phoenix with her husband and 2 little dogs, JJ and CC.
There’s More . . .
For additional books, visit Joyce Freese’s website at: