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Added for You - Seven Ways to Improve Your Results with Follow-up
An effective framework for differentiating a business’s value should start with a powerful positioning statement: a memorable, impactful, concise sentence that tells people what you do, how you are different and what value you will provide to them. If your salespeople are not able to deliver this top-line sales pitch - and have the recipient understand it in the time it takes to go up two flights on an elevator - it is not effective and needs to be redeveloped.In the instance where the elevator gets stuck or the ride simply takes longer than it should, your salespeople
Performance management is about controlling the performance of the organization. Most of the time this starts by the financial figures that are set as a guide for the company. We target a certain return on investment, an efficiency ratio or a profit per share ratio. These ratios provide a guide for management because they represent real targets.The challenge is to link these financial figures to personal objectives, or personal performance criteria. Compare this with a project planning. The (overall) company ratios could be seen as the deadline of the project that you s
One of the most important and yet overlooked skills in business today is follow-up.
This applies to many parts of our business: Customer service and care, marketing, leadership, networking, branding, and more.
Lawyer marketing and the “manager’s mantra” go together. Never heard the manager’s mantra? The “manager’s mantra” is an important variable in successful legal marketing. The manager’s mantra is “If you can’t measure it, you can’t manage it.” Well, that is nice Henry and how will that help me?Most attorneys have some sort of referral network (if only a small one) however; attorneys really don’t know how to manage their lawyer marketing so that their referral network expands. The first step in this expansion is to know where you are and then you can figure out how to ge
One of the most important and yet overlooked skills in business today is follow-up.
This applies to many parts of our business: Customer service and care, marketing, leadership, networking, branding, and more
Many companies struggle to put together incentive programs that truly focus their sales team on producing superior results without getting them into financial difficulties. Sales commission programs, bonuses and other recognition programs are a very difficult topic because oftentimes, the conditions under which incentives were originally set change over time. It’s very important that if you’re going to develop an incentive program for your sales people that you make it subject to change on a regular basis. Why? Because your business conditions change and the parameters aro
This applies to many parts of our business: Customer service and care, marketing, leadership, networking, branding, and more
In the competitive manufacturing world, new, “innovative” products are constantly being introduced that are designed to save users enormous amounts of time and effort. And manufacturers of consumer goods are not the only industry trying to win the title of “Most Innovative.” Even business-to-business organizations, like the vendors who supply materials to manufacturers, have entered the game with products that aim to help manufacturers realize significant savings.The packaging industry has also put its hat in the innovation ring, and with great success. For example, a r
This applies to many parts of our business: Customer service and care, marketing, leadership, networking, branding, and more
I received a telephone call yesterday. It was someone I’d met at a networking group months ago. She reintroduced herself, mentioned the group where we’d met and said she was calling to follow up. She did not say about what. I asked the question for her, “Why are you calling? What did we discuss?”She told me that she makes customized covers for laptops. I thought that was nice, but I didn’t need one and still didn’t understand why she was calling me. She then told me she makes other types of customized covers too. I said, “Oh.”We had now been on the telephone for
Here are seven ways to incorporate more follow-up into your practices – and therefore seven ways to increase your results.
1. S
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