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4E Business Builder Tips December 2005 |
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Dear ,
Welcome to the latest 4E Business Builders Newsletter. This month we look at:
- Networking - 10 Tips
- What value can you provide to your prospects?
- Using templates to control the sales process
- The right time to ask for referrals.
We use SugarCRM to control each 4E step. There is a preview of the latest version of Sugar available until mid December. You can download a printable version of this newsletter by following this link
10 Tips for better networking - People like to do business with people they have meet, been refered to, or gotten to know over a period of time
- Always stay focused on the person you are talking with
- Prepare some questions that you can comfortably ask strangers
- Prepare your own "elevator speech"
- Work the event before and after the formal bits
- Refer business to contacts within your network
- Thank those who help you
- Exchange business cards and make sure you make notes on those you talked with as soon as possible after the function
- Sit with strangers
- Follow up with everyone you meet with something of value
These tips were adapted from Toby Marshall's double book "Get a better job" and "Get great people" - www.abacusrecruit.com.au |
 Providing value A 4E principle is that the encourage phase is designed to keep your company's name in front of your prospects until they are ready are to buy. During this phase you should provide information that is of value to your prospects. Ask yourself the following questions as a way to decide the kind of value you can provide. - What specialised knowledge do we have?
- What can we provide to our prospects that they will see to be of value?
- How can we package this knowledge to be easily digestible and free of jargon?
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Using templates to control the sales process
4E assumes that it is better to have gun processes than gun salespeople. Create templates to help control and standardise your sales process. At a minimum try to create templates for the following: - Planning / Research - prior to meeting with the prospect
- Understanding - drafting questions that should be asked at the initial meeting
- Draft proposal - a summary of alternatives discussed at the initial meeting along with alternative solutions
- Final proposal and presentation - The template should allow focus on clarity of message so that the proposal can be reviewed by others without confusion
- Negotiation - The template should be set clear negotiation limits
- Conclusion - A clear set of conclusion activities including a contract that is aligned with the agreement reached
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 When to ask for referrals There are a number of opportunities to ask for referrals during the 4E process including: - When prospects are enticed to give their details - as you did when you signed up for this newsletter - So why not forward this newsletter on to some of you contacts if you feel it will be of value to them.
- Each time you touch your prospects with phone calls, networking letters etc.
- During the sales process when the prospect expresses strong support for your product or service
- During the delivery phase when your execution is delighting the customer
- When you are reviewing your performance with the customer.
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