by Shaun Heuerman | Sep 22, 2011 | Strategic Planning
It’s been around for decades. The old strategic planning model. You head to the retreat center. Wear khakis. Revise the mission statement until it reads “To be a leading provider of financial services in a four-county area with outstanding customer service,...
by Shaun Heuerman | Sep 15, 2011 | Sales & Marketing, Sales Meetings, Sales Process
In order, these are the most compelling words that cause people to buy. Make sure your sales letters and presentations are filled with them. PRINT THIS AND KEEP IT HANDY TO REVIEW EVERY LETTER YOU SEND. You How New How to Amazing Announcing Breakthrough Just Discover...
by Shaun Heuerman | Sep 6, 2011 | High Performance, Profitability and Growth
Fred Reichheld, author of the 1996 bestseller, The Loyalty Effect, revealed that a “5% improvement in retention can boost profits by up to 100%.” These numbers confirm what many of us already know—it’s phenomenally important to keep your customers coming back. Now...
by Shaun Heuerman | Sep 1, 2011 | Strategic Planning
Who are my ideal clients? What individuals and businesses? Be specific. “Small business” is NOT a target market. “Entrepreneurial-minded medical industry practices” is a target. What problem does each ideal client have that you can solve both effectively and...
by Shaun Heuerman | Aug 25, 2011 | High Performance
Determine what advantages you have over each of your main competitors. Then ask questions to encourage prospects to actually tell you your competitors’ weaknesses: “How long does it take for your lender to get back to you when you leave a message?”...
