Glenis Gassmann Blog
Be One with the Fish
Before you can start the process of landing big clients, you have to make sure your entire team is onboard with your approach and vision. There are six keys to finding big client success.
They are:
1. First Impression: You must remember you have one shot to land a big client. If you make a mistake, they aren’t going to consider you again. Never give them a reason to doubt your abilities.
2. First Priority: Your fish must always feel like they are your first priority...
Glenis Gassmann
Untangle the Red Tape
Now, that you’ve learned how to overcome that, we’re going to talk about who your fish is. It’s important to know about the fish you are looking for before you put a plan together. We’re also going to take a moment to talk about the potential “red tape” you may encounter along the way.
The most important thing to know about your fish is their purchasing habits and procedures. There are four main things you need to work on in order to be successful:
1. Responsibilities: You need to know who has influence over purchasing...
Glenis Gassmann
The Perfect Bait
Today we’ll actually go through the big approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose with big fish you’re going after. Take a look at your notes and the research you’ve done about prospective fish. Then decide which one will be the easiest approach to start out with.
There are a series of things to go through in choosing which fish to start with. They are:
1. Position Your Business...
Glenis Gassmann
Who’s Your MVP?
Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish.
You need to do this in two steps:
1. Profile your salespeople’s personalities.
2. Match the right salesperson to your target fish.
There are essentially three different selling personalities:
1. Sage
2. Pal...
Glenis Gassmann
Bring Them Flowers
There are a few things you need to do and consider to prepare for your first face to face meeting:
1. Make a list of what you want to accomplish during the meeting.
2. Anticipate potential concerns from the client.
3. Check to make sure you are completely prepared.
4. Listen more than you talk.
5. Bring support staff with you.
6. Use and respect the clients’ format.
Glenis Gassmann
Keep Up the Momentum
Today we’ll talk about the power your fish has and how to utilize that for your benefit.
One of the most important aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company and who needs to stay loyal to you for you to continue a profitable partnership with your fish. You can keep your champion going by offering or doing a number of things to show appreciation.
Some of these things are:
Glenis Gassmann
Glenis Gassmann
Australia's No.1 Business Strategist Amongst Coaches
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