Podcast
Questions and Answers
What is emphasized as the most valuable asset for future sales?
What is emphasized as the most valuable asset for future sales?
- Fireproof cabinets
- Satisfied customers (correct)
- Business cards
- Cold calls
Why is it important to keep records of personal information about customers?
Why is it important to keep records of personal information about customers?
- To disarm and relax the customer (correct)
- To create a detailed sales pitch
- To monitor customer spending habits
- To replace missing files efficiently
What precaution does the author take to protect customer files?
What precaution does the author take to protect customer files?
- Keeping them at a bank safety deposit box
- Storing them in a secure online platform
- Hiring a security service
- Using fireproof cabinets (correct)
According to the author, what strategy should be avoided when selling?
According to the author, what strategy should be avoided when selling?
What method does the author suggest to stay organized with customer contacts?
What method does the author suggest to stay organized with customer contacts?
What is a significant benefit of sending birthday cards to customers?
What is a significant benefit of sending birthday cards to customers?
How can a personalized note enhance the impact of a flyer sent to a customer?
How can a personalized note enhance the impact of a flyer sent to a customer?
What makes a business card effective as a marketing tool?
What makes a business card effective as a marketing tool?
What was the unique selling strategy used by the former car dealer mentioned?
What was the unique selling strategy used by the former car dealer mentioned?
What does Girard’s Law of 250 suggest about networking?
What does Girard’s Law of 250 suggest about networking?
What advantage does leaving a business card with a tip offer?
What advantage does leaving a business card with a tip offer?
What is a reason for carrying a large number of business cards?
What is a reason for carrying a large number of business cards?
What does effective use of direct mail involve?
What does effective use of direct mail involve?
Why might throwing business cards at a sports event be beneficial?
Why might throwing business cards at a sports event be beneficial?
What should a salesperson avoid while distributing business cards?
What should a salesperson avoid while distributing business cards?
Flashcards
Customer File
Customer File
A record of customer details that is used to build rapport and personalize interactions.
Disarming a Prospect
Disarming a Prospect
Gaining a prospect's trust by leading them into conversations about their interests, diverting their attention from the selling process.
Using Customer Information for Rapport
Using Customer Information for Rapport
Using personal information about customers to find common ground and build relationships, which leads to increased trust and sales.
Keeping a Business Diary
Keeping a Business Diary
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Mail Marketing
Mail Marketing
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Personalized Mail
Personalized Mail
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Direct Mail
Direct Mail
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Business Cards
Business Cards
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Passing Out Cards
Passing Out Cards
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Always Be Selling
Always Be Selling
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Ask To Buy Now
Ask To Buy Now
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Business Card Strategy
Business Card Strategy
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Girard's Law of 250
Girard's Law of 250
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Study Notes
Girard's Business Building Tools
- Telephone: Effective for cold calls; building a successful business is possible through consistent cold calling.
- Files/Records: Crucial for tracking prospects and customers; maintain a diary for follow-ups. A physical card file of customers is vital and should include details like kids, hobbies, travels and any other information.
- Fireproof Cabinets: Protect the customer information. Having multiple copies in fireproof cabinets safeguards valuable data
- Business Cards: Distinctive cards, even with a picture, are highly impactful for getting business. High volume usage, distribution at multiple locations (e.g., restaurants with a generous tip), sports events generate leads.
- Direct Mail: Personalized mail is effective; utilizing manufacturer-provided mailers is an option and good alternative to creating personal direct mail.
- Building relationships: Getting customers to trust you is key; emphasizing rapport and showing genuine care fosters trust.
- Salesperson's Role: It is a contest akin to war to some extent, but aim to build trust with the prospect through rapport.
Building Prospect Files
- Comprehensive Information: Record details about prospects including hobbies, travels, and family to personalize interactions and build trust. Use the information to adjust your conversation style to something the prospect is passionate about.
- Disarming Prospects: Initiating conversations about their interests steers their attention away from the selling process and into areas of common interest. This approach relaxes the customer and builds trust.
Generating Leads and Sales
- Birthday Cards: Sending birthday cards to customers and their family show consideration and build positive relationships.
- Personalized Offers: Provide tailored deals/offers (ex: holding a suit size for them) that show you understand their preferences and encourage them to engage with you.
Business Card Strategy
- High Volume Usage: Distribute business cards frequently to maximize exposure..
- Distinctive Card: A unique card with a picture is far more memorable and impactful.
Customer Interaction as a Building Block
- Everyone is a Prospect: Recognize every person you encounter as a potential customer/referral source. This principle can even be utilized in restaurants as waiters or waitresses are also prospects.
- Establishing Interest and Subsequent Follow-up: The use of business cards and mail can introduce you and let people know who you are and what you do to effectively build business.
Using the Tools Effectively
- The Principle of Building Relationships: Treat the sales process as an effort at forming a relationship instead of a contest or war. This significantly improves the sale process's outcome.
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