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MenuWhere are the best resources for learning account management?
(selling deeper and wider in an existing client organization)
Answers
Focus on improving your sales skills and delivering constant value to your accounts. With that in mind, I would recommend:
"If You're Not First You're Last" by Grant Cardone
"Closers Survival Guide" by Grant Cardone
"Fanatical Prospecting" by Jeb Blount
It depends on where you're starting. I'd start with New Sales Simplified by Mike Weinberg. It's a great primer that teaches what's "possible" in places like this.
Then, I'd really try to get with client selection and balance activities between Salmon and Whales.
You want to find people that can grow, are in healthy categories, and that may take more effort to get the initial sale, but will have bigger opportunities once you're there.
Read these books bro.
Branding Pays
Career Kred
Pivot: The Only Move That Matters Is Your Next One
The 5 A.M. Miracle: Dominate Your Day Before Breakfast.
First 90 Days: Proven Strategies for Getting Up To Speed Smarter and Faster
Ps-If you are not a good reader, you can call me and i will guide you all through.
Stay blessed man.
Related Questions
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How can we get happy clients to actually give referrals?
You need to make referrals a condition of doing business with you and do it upfront. Also, automate the referral ask. More details on "how to" below. To do this: During your first interactions with a client (NOT after you have delivered or closed the sale, that's a rookie mistake), you can tell them.... "Listen, it's our job to treat you guys so well that you'll not only come back to us over and over again when you need help...it's our job to treat you so well that you'll feel comfortable with us enough to send your friends and colleagues our way when they need our help. Does that make sense?" When they say "Yes" (and they won't say no) you say, "OK great, the way we do that is through referrals. So once you're happy and successful with us, we'll occasionally ask you for a referral. So, you get great work from a team you know and trust and you also get to connect people in your network to a service that you know works well so you look like a rockstar to your network.I want to make sure we can agree to that upfront? This is how we do business here and it holds us accountable to you and makes sure we deliver the absolute best product/service you've ever seen. So once you're happy will you send us referrals?" Once they agree, you now have permission, and a verbal contract that they will send you referrals. Now, treat them like gold with this mentality that you not only want to give them a great finished product, but you want them to refer you. That should drive the work. Once you've delivered...ask for the referral. Don't make the rookie mistake and just say one-time "hey do you know anyone that you could refer us to?" That will rarely work. Instead, ask "Hey, do you remember when we started this project and we both agreed that if we delivered and made you both happy and successful that you would refer us to people in your network?" Pause, shut up and listen, and let them say "yes". Ask them first "So are you happy with what we've delivered?" Pause, shut up and listen, and let them say "yes". If they hesitate at all, they aren't happy and won't refer. Don't hold back and dive-in deep here. Say "I sensed a little hesitation. What's up? What are we missing? I want to help." Figure out what's wrong, fix it, then ask them if they are happy. Then say, "well I've been looking at your connections on LinkedIN and I noticed you are connected to (enter 2 names and company names here). Can youintroduce us so we could have a conversation and get to know them?" The above means you have to do the research. You have to do the work. But the work upfront is much easier than dealing with a cold prospect. Most salespoeple/organizations just don't respect referrals enough to make them a priority. It's their loss and your gain if you follow this simple process. It's work. Just do the work and you might also find you get to know people and enjoy it. These are your customers. Treat them like people. Take care of them and they'll take care of you. Once you make the ask, continue to mine referral leads and ask once a month. Follow-up until they answer. Follow-up until they tell you to stop. Phone is best but email works too. Use it as an opportunity to maintain and develop the relationship. Truly care about your clients and they will never tell you to stop following up. It will be like talking to an old friend and often this process leads to more sales from your past clients as you stay top of mind. Want to automate this process... FULL DISCLOSURE FIRST: I co-founded www.referralriver.com If you want to automate the referral ask, try ReferralRiver. It's free and uses artificial intelligence to automatically research who is in your client's network and make the referral ask at the right time every month. It reduces your work significantly while you just Cc'ed on an email from your existing customers to new referral leads. It's freaking magical. There are other services out there as well like LeadDyno (more of an affiliate program). You should try it all but the truth is that you have to make the agreement upfront and you have to get serious about making referrals a priority. Book a call with me if you want to ask me any questions. Happy to help.PW
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How can I acquire more clients as a Strategic Intervention coach certified by the Robbins-Madanes Training Centre?
So my first question is, "What the heck is that?!" Like you're a purple-and-yellow zebra-striped three-foot tall jungle bird. I have no idea what that is, that certification. And your target market won't, not right off the bat, either. They aren't looking for a "Strategic Intervention Coach". They aren't searching for that term. No one cares about your certification until AFTER they've realized the problem they're in...and are looking for a way out. Find out what they *are* searching for. Get in front of them that way. Your certification is valuable, but only after you've found someone who's in the terrible situation that you know you can help them out of. Write a Kindle book (or several) addressing the most common symptom(s) of situations that indicate a serious problem you are capable of fixing. Make Youtube videos about the same subject(s). Drive viewers to a signup form or your book(s). Buy clicks on search terms your target market is already using to find help from. Send them to your solutions. Talk about the symptoms of their problem first: don't jump into "I'm a Robbins-Madanes-Certified coach." They don't care yet. Do that second, not first. Referrals. Here's where I'd put 70%+ of my sales & marketing effort. What people refer those who are in the problematic situations you fix to someone like you? I'd imagine it's hard enough doing what you do. Why add the problems of prospecting and qualifying to that? Have people who understand what you can do send you already-qualified prospects. People ready to buy. Don't forget...you still have to SELL. If you'd like to go through some details on these items, and look at a few more possibilities, let's talk.JK
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What are your best tips to find clients?
From my experience, many start-up companies find new clients and win contracts via various freelancing platforms; these are not just for individual contractors. I've worked with companies helping them get started on freelancing websites and win clients. It takes time and effort to start, but once you have established reputation you get invited for jobs and re-hired. When using freelancing platforms your payment is secured which is important for start-up - not all sites offer this though, always read the small print carefully. You should also network locally. Find an event that is geared towards start-ups and surely someone there needs design work done. If you have any further questions, just give a call.NK
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I currently own an LLC. But i want to make sub-companies in diff service fields. How can i structure that especially when it comes to taxes?
From the IRS point of view sub companies without an FEIN are the same as the mother company. Just add their names and profit and loss on your taxes. Sub companies with a FEIN but not incorporated are the same as the mother company, nothing extra to do here either. Sub companies with a Fein and Incorporated as a LLC is just multiple companies, just add them to your taxes the same you would if you worked at 2 jobs. Sub companies with a FEIN and incorporated as a Corporation is no longer a child and must do its own taxes separately. There's nothing to "Structure" really because IRS don't care where your money is coming from, as long as you report that it is coming from somewhere so it can be taxed and tracked. I'm not an accountant just a fellow business owner, and i've been successfully doing my own taxes now for over 20 years.CA
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Should we offer a referral bonus to my clients?
I think you have your answer if clients are welling to refer without a fee. If there is a fundamental reason (for instance, you want to influence the pipeline for new prospects), then why don't you segment some of your clients and test the monetary referral aspect at a lower than intended rate. If you find the quality of prospects doesn't tarnish when doing so, you can release it out to all clients. However, if there is no effect or you are not getting the return from those prospects they refer - you can always discontinue the referral program (and go back to clients referring without a fee). I think you will have a gut feeling + seeing the #'s if there are cases where clients are doing it for the money (i.e. prospect quality is down). If this answer resonated with you - feel free to request a followup call. Many thanks and good luck!TB
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