Business Coaches Ask Leading Questions

Asking the right questions is a great way to generate more leads.
 
Sept. 10, 2008 - PRLog -- ActionCOACH Director of Marketing, Jodie Shaw agrees with the common marketing wisdom that it is six times easier to sell to a customer you already have.

“It is critical to keep your current customers,” she said. “But you also need to be constantly searching for new ones. Here are some ways you can do both.”  

Stay in touch with the customers you have. Ask them if they would be interested in a new product you have. Email them your newsletter. Phone them to find out how they are going. Encourage repeat business with a special offer.

Many customers will respond positively if you ask them for referrals. Instead of a general question though, it often pays to ask a more product-specific question. For example, ask them if they know of friends or family who would be interested in a new health product for seniors, or if a special holiday weekend package you have put together would appeal to them.

When you have the details of new leads, give them good reasons to do business with you. Stay in touch with them as you do with your established customers.

Reach out to customers you don’t have. Cold calling is a low-cost marketing option that yields results, but it takes commitment to make a number of calls in a set period. Begin by setting aside just ten minutes a day to make calls. Compile a target list of suspects and maybes and phone them once a quarter to let them know their business is valuable to you. Even if they deal with someone else, they will know your name when they want a change.

Set a daily goal to get one new contact, appointment or referral (or whatever is appropriate). Don’t make the excuse you don’t have the time. If you can’t do it, use a well-qualified member of your team. Remember that your phone call reflects the face of your company, so spend time working on what to say to achieve the best results.

Shaw warns that your strategies and image need to stand out in a crowded market.

“You need to present your Unique Selling Point (USP) – something you have that will fill a need or solve a problem,” she said. “If you need help with defining what that is and how you market it, I’d suggest you use a Business Coach.”

According to a survey carried out by ActionCOACH, one in eight businesses will consider turning to a Business Coach for help with running some aspect of their business. Shaw estimates that today business coaching is the second fastest growing industry, next only to IT and ActionCOACH has the largest market share positioning it as the world’s leader in business coaching.

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ActionCOACH is the now world’s number one business coaching firm, with more than 1,000 offices in 26 countries. To learn more about business coaching and ActionCOACH, go to actioncoach.com
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