The Human Factor - - Profit Pointers=?ISO-8859-1?B?gSAgIA==?= Curriculum, Issue 15

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

W ant to get better conversion to sales?

Then try this. Consider the human factor - what can you do to show your prospect or client that you really care?

I’ll tell you how we tripled our prospect conversion rate at my company. We simply called the prospect to confirm their appointment and at the same time we said, “We like to have the coffee ready for our guests upon arrival. How do you like yours?”

We were amazed how this touch of personal care increased the number of prospects who actually showed up for our sales appointment AND how it increased our sales conversion.

The fact is that everyone likes to be treated with special care.

Stop now and think of what you can do that’s special for your prospects. What can you do to make them feel important and well cared for? What can you do to give your appointment a special touch?

Remember, 75% of all your potential new business is lost on your customers first point of contact – so use the human factor to reduce that statistic in your business...

3 MINUTE ACTION TIP: To dramatically increase your sales, think of ways to make your prospects feel special before your first meeting. Do something that makes them EAGER to see you!

APPLICATION TIPS:

Business and sales, USE THIS ACTION TIP with customers to convert more prospects to more customers.

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

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

Personal/ leadership development, USE THIS ACTION TIP with all new contacts to make them eager to meet you.

REFERENCE RESOURCE: Chapter 10, Pages 100-101,  In Pursuit of Profit, by Christine Harvey - an international best seller, published in 8 languages and used by corporations and Institutes of Management around the world.

About the Author:

Christine Harvey was the first woman and first American elected to Chair a London Chamber of Commerce and Industry, where a business start-up initiative was launched with Prince Charles. She also served as Director on the International Board of Zonta, with 36,000 members in 62 countries and Margaret Thatcher as honorary member, as well as two venture capitol boards – one in the UK and one in the US.

She is the author of six international marketing and leadership books now published in 25 languages by 48 publishers, including ‘In Pursuit of Profit.’

She has been a lecturer at the Institute of Directors in London, and her company has trained over 100,000 people in management in Europe, America, Australia and Asia. She was honored by addressing the Parliament of Czechoslovakia on the subject of Privatization of Industry, and the Parliament of Rwanda on Policy for the Growth of Private Industry, and has been consulted by the media in numerous countries.