Scott D Jones - Staffing Consultant - Toledo, Ohio

It is that time of the week again in which I share with you my favorite youtube video of the week.  This week I have a video that explains relationship selling in a very easy to understand format.  They talk about selling soap and it is a very creative video with simple yet good information that many people over complicate.  Please comment on your best practices on selling your "soap".

This week I have decided to focus on leads.  Now that we have noticed some movement in clients purchasing habits what do we do?  So many companies have been stagnant for so long I am seeing to many opportunities missed.  How can we use this recession to our advantage and grow our business?

First thing to do is give some of your old clients a call.  Every company has reorganized in some way or another (Hired, Fired, Laid Off, etc) take that as your opportunity to speak with someone new.  If you had a employee (gatekeeper) that has been difficult in the past maybe they have moved on?  Their predecessor may not be as bad and they may be open to hearing what you have to say.  Some companies have even went as far as laying off the gatekeeper to help reduce cost.  This gives you the opportunity to reach out to old clients or potential clients that you may not have had contact with before.

Second do your homework!  Many companies in different sectors are receiving grants and government assistance which opens spending on products or services that they may be in dire need of.  Focus on how you can provide exactly what they need and how you will make it the best expereince possible for them. 

Customer service is extremely important!  Not only has the client cut their staff but most likely so has your competitor.  This means that your potential client may not be getting the attention they need right now.  Provide that attention and a great product and there will be no reason for them not to switch.  Utilize new Social Media practices in your customer service approach.  Post blogs that show how you had solved a clients problem quickly and that they were very satisfied with the result.  This is key because that potential client wants the warm fuzzies that your current client received.  

Do you have a way to show that you can save a client money?  Your client would like to be able to show their boss how they saved money in this tough time make sure you point this out!
 
Overall many people are saying that we are starting to emerge from this recession.  This is your time to build your clientele and take whatever marketshare you can from the competition before this recession is nothing but a memory. 

-Creator of Destinies