Here are the big takeaways and a few ways I have implemented them in my own business.
1) Take Your Time and Deliver a Quality Product or Service
During the second year year of my marketing company, I decided to eliminate my sales team. No matter how much time I spent training my sales team, they were still a watered down version of myself. I wanted to deliver an exceptional service to each of my clients. The only way I could make this happen was to handle the sales calls myself. I trained my assistant to qualify the lead in a five minute phone call. She schedules the consultation time, and I personally handle each consult. At the end of the day, I was able to deliver a consultation that was hands above every competitor. I was also able to identify the prospective clients that were home runs and would produce five times more revenue. This led to less clients, more revenue, higher profit margins, and a client experience like no other.
2) Over Deliver and Surprise Your Customers
I am always trying to find more ways I can help my clients increase their sales. I treat every client’s business as if it were my own. My goal is to help them decrease costs and increase revenue. I never follow up these ideas with a sales close, and many times I help the client execute the idea for free. This strengthens the relationship, and it usually leads to more business from the client.
3) Share Your Real Story With Everyone
On my blog, I decided to do something different for my about page. I shared my entire life story that included my darkest moments. I could have been like everyone else and listed how great I have always been. Instead, I let everyone know how a small secreting brain tumor brought me to the point of not being able to walk or even think for myself. I discussed my five year struggle to get my health back and recover from being over a half a million dollars in debt. By sharing my real story with all of the bumps and bruises, it made my client relationships stronger.