The Interview Technique for Profits - Profit Pointers=?ISO-8859-1?B?gSA=?=Curriculum, Issue 4

        WomenForWealth.com, The Interview Technique for Profits - Profit Pointers™ Curriculum, Issue 4

From Christine Harvey (For application of these principles to:  business, real estate, network marketing, personal development, see APPLICATION TIPS below.)

Hi all,             

When you think about it, there are only two ways to increase profits.

Many managers and business owners don’t stop to realize that profit generation is this simple. Profit is after all, your income minus expenses. You either increase income or reduce expenses. Which will you choose?

In my experience in consulting for large and small companies around the world – these include Gillette, IBM, Lloyd’s Bank of London, and start up companies as well – the easiest way is to increase sales.

Why – well, think about it. There are two factors. First - in business, just as in personal life, cutting expenses is more difficult because there is always something you want to acquire. Secondly – if you limit your expenses by cutting marketing costs, you might shoot yourself in the foot. No marketing, no added sales. Additionally, there is a limit to how much you can cut expenses, whereas there is no limit to how much you can sell if you are creative.

One road to increasing profit is to be inventive! Why not reduce expenses and increase income with your marketing at the same time? There’s one way I invented to increase profit that I’ve recommended to clients that works like magic.

I call it The Interview Technique. Here’s how it works.

I simply chose six past and current clients and went out to interview to interview them about how they used our products and services.

As I wrote up the results as a report, it worked like a training exercise for me – I learned so much about how the clients perceive the products and services. I was then able to speak knowledgably, and from the heart as I used their quotes as testimonials to gain new customers. It was no longer theory for me. Their stories were alive and persuasive.

I then used these reports as a training exercise within the sales team as well. So we all benefited.

But, here’s the best part. Two out of the six companies placed new orders with us – WITHOUT EVEN BEING ASKED TO BUY. These were orders we would NOT have had without the interviews.

Here’s why we got the orders – during the interview process they had their interest peaked. By expressing the benefits they received, they realized their own needs and placed orders. A light bulb went on and they bought.

Increasing YOUR PROFITS from The Interview Technique can happen too, just as easily.

Here are the results we got and you can get too:

    1. Increased sales
   2. Great testimonials from our customers to use in selling more
    3. A dynamic training tool

        So here’s the bottom line: if you want to increase profit, interview your past and current clients.

3 MINUTE FOCUS TIP: Decide which customers you want to interview, call and set up the appointments. (Seeing them in person is better than over the phone if that’s possible. It will increase your sales and profits.) During the interview, ask questions about 2 things: How they used the products or services and what benefits they got. Then write up your report and use their quotes for training yourself, others and for testimonials. Watch your profit go up immediately.

APPLICATION TIPS:

Business, USE THIS FOCUS TIP to increase sales and profit. Use it yourself to improve your own capabilities.

Real estate, USE THIS FOCUS TIP with your assistant, team members and yourself to improve sales and profit.

Network marketing, USE THIS FOCUS TIP with your team members and yourself to improve sales, recruitment and profit.

Personal development, USE THIS FOCUS TIP to improve you’re ability to be persuasive.

REFERENCE RESOURCE: To see other ways we used The Interview Technique to increase profit, go to Chapter 2, Pages 36-37 of  In Pursuit of Profit  by Christine Harvey. (It’s an international best seller, published in 8 languages and used by corporations and Institutes of Management around the world.)

From ChrisitneHarvey@WomenForWealth.com

       Christine Harvey is the Author of 6 Business and Leadership Books published in 25 languages by 48 publishers worldwide, including international best seller ‘Secrets of The World’s Top Sales Performers.’
Why not forward this to another person who can benefit – you’ll be helping them AND the economy at the same time!
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