Archive for 'Sales Strategies & Tactics'

A Look on the Flip Side

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I’m a big advocate of new marketing models that cost little and yield big returns, but I am not naive.  Sometimes you need to invest more than you think to get to where you want to be.  This doesn’t necessarily mean you need to spend more money (although in some cases it might).  It could mean becoming more efficient in order to free up your time to do work that will grow your business, or choosing to spend more time ...

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Little Things Matter

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You and I live in a fast paced and highly complex world.  So much information, so many choices… so little time.  How do people make sense of it all?

If we were to process everything that crossed our path and analyze it thoroughly we wouldn’t have time to do much else.  Somehow and someway we need to make judgments and decisions using a more selective process.  And, according to social scientists, that is exactly what we do.

Consider this example from Continue Reading →

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Spreading Your Message Over The Phone

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Let’s talk Tele-Seminars.  The more I look into this technology the more excited I get!  Tele-seminars are great for a variety of reasons.

– They’re a great way to promote a service or product.

If you’re offering a new clinical group you can use this technology to promote a free ½ hour tele-seminar that focuses on the theme of the group (e.g., grief and loss, life transitions, relationship workshop).

– They help to build community partnerships and expand your network.

You can partner ...

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The 10,000 Hour Rule

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In 1999, I was just about done with the mental health profession.  I was an eight-year veteran in the field, licensed and managing several programs in Boston, MA.  I was newly married and wondering how in the world I was going to grow in a profession I loved while living in one of the most expensive cities in America.

That was the end of it – too much frustration and not enough opportunity.  Until one-day, a former colleague and friend of ...

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Who Holds the Power & How to Level the Playing Field

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As you strive to grow your practice and career, you may notice that there are occasions when you’re in a weaker position than that of the customer/prospect whom you are trying to convince to use your services.  This is especially true if you are relatively new to the field.  Why is this the case?  There are many factors and perhaps the most important of these is the concept of greatest need.

Essentially, the person with the greatest need is the one ...

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The Gift That Keeps On Giving

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In my mind, the power of giving has no peer.  Sharing your expertise and giving value to others will expand your network and presence in the field at an incredible rate.

Building trust begins a sales progression process whereby potential clients, referral sources and business partners learn to trust and respect what you have to say.  Once you’ve earned their confidence you present them with options to take action, and if they choose to act you offer additional value and assistance.  ...

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