This is a special Q&A episode on the Grow My Revenue Business Cast. I’m going address the two most common questions that I’ve heard from listeners: (1) “How do I create urgency with my clients?” and (2) “How do I ensure productive meetings that translates into impact and revenue?” I will give specific approaches for how you can address these questions to help grow your business that everyone can embrace, even your customer.
Listen to this episode and discover:
- Insight into how to create a sense of urgency with clients to make a decision
- 4 most important pieces of information you need to collect from a prospective client
- An effective method you can use to determine if opportunities are worth pursuing
- An integrity-based system to ensure you have productive meetings with clients.
- What to focus on when following up with clients that actually gets a response.
- And so much more…
There are many systems that describe the information you should collect when meeting with potential customers. Many of these systems require a Venn Diagram, an Abacus, and a floating point calculator if you want to truly manage the process. I am a big believer that you need a simple process if you want people to follow it. In this episode, I share what we call the Same Side Selling: Four Quadrants.
The Four Quadrants method helps you understand the most important information to capture from a client to ensure you have a productive meeting for both you and the client. The information you capture will allow you to determine if opportunities are worth pursuing. The Four Quadrants also provide you insight into what’s most important to the client about solving their issue – a key to understanding urgency. This method for capturing essential information has helped many companies eliminate barriers in the sales process, better meet their client’s needs, and ultimately be outrageously successful growing their revenue. I hope you find this episode and the Four Quadrants valuable for your business.
Below are resources mentioned in the episode.
- Same Side Selling: A Radical Approach to Break Through Sales Barriers
The Four Quadrants method is one of many topics covered in our best-selling book. Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation.
- TRUE Fit
I created a spreadsheet tool to identify whether or not an opportunity is a TRUE Fit. You can download the tool here: GrowMyRevenue.com/true-fit-tool
- Forbes Articles on the topics you heard in the episode
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What’s On Your Mind
As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.