• Dynamic...
  • Inspiring...
  • Entertaining...
  • Principle-Based...
  • Immediately, Effective...
  • Bob Burg

“Nothing short of fantastic. I would recommend, without reservation, Bob's program to any other sales professional.”

~ Allen L. Howard, CLU, General Manager, New York Life Insurance Company

Archive for the ‘Endless Referrals Video Briefs’ Category

Follow-up Part 4 (Video)

Monday, July 26th, 2010

The first three parts of this series on follow-up have discussed:

#1 The personalized notecard

#2 Value-based information

#3 The scratch pad

And, each of these are extremely effective in building an ongoing relationship in which you communicate that your goal is to provide value.

This Video Brief, however, provides — perhaps — the most important and effective thing you can do in order to win their hearts, as well as their direct business and referrals. This, in a way that genuinely and authentically allows you to be an asset of value to their lives.

Go through your entire list of contacts, prospects, customers, clients and referral sources and begin to put today’s action idea into play. And, even better than all the new business and referrals you’ll obtain as a result…will be the great feeling you’ll obtain by providing some truly exceptional value to the lives of lots and lots of people along the way.

Follow-up Part 3 (Video)

Monday, July 19th, 2010

In Part One of this series we looked at the power of a personalized, handwritten thank you note, even putting a new twist on an old idea. In Part Two we continued the follow-up process by discussing the type of information you could send that would be “value-based” and strengthen the relationship.

In this week’s Endless Referrals Video Brief, let’s look at one of the most powerful and effective tools I’ve ever seen and experienced:

I hope you’ll implement the action idea and get yours produced. As suggested in Part One, contact your local printer.

In Part Four, we’ll look at…perhaps the most powerful follow-up idea of all. I hope you’ll join us.

Follow-up Part 2 (Video)

Monday, July 12th, 2010

In last week’s Video Brief we discussed the importance of sending a personalized, handwritten note card as the first follow-up step after having just met a new potential customer and/or referral source. But, that’s just a start. How do you continue to build your value in their mind? In this week’s video, we take a look.

Take some time to go through the action idea. It’s actually a very fun exercise and you’ll most likely be extremely surprised with how much you have to work with.

In Part Three we’ll introduce an extremely powerful and profitable follow-up tool.

Follow-up Part 1 (Video)

Tuesday, July 6th, 2010

After meeting someone who might be a prospective customer and/or referral source, how do you begin the follow-up process so that it’s value-based and effective? In this week’s Endless Referrals Video Brief, we put a new twist on an old idea.

Those who utilize these obtain outstanding results. So, please take action on this idea.

Do you have a local printer from whom you can purchase these? If not, ask someone you know, like and trust to refer you to a printer who they know, like and trust. As Larry the Cable Guy says… “Git-R-Done.” :-)

In Part Two, we’ll continue the follow-up process.

—–

Note, if you’d like to see a sample then check out mine, click here. Please know that mine does not have the benefit statement across the bottom… or one at all, as I choose instead to highlight my books. However, when I was in local sales, I did it exactly as I’m describing it in the video.

Ego and the Sales Process Part 2 (Video)

Monday, June 28th, 2010

In Last Week’s Video Brief, we began our discussion of the ego, Now, let’s look at how ego is specifically involved in the selling process and how, by understanding this, we can be of best service to our prospect.

Follow the action idea and practice it. Don’t put pressure on yourself to be perfect. However, you will find that as you stay conscious of this and focus on it, it’ll make a dramatic difference in your ability to add value to that person in front of you.