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Professional Development provided by PPAI

APRIL 23-25, 2014. Professional Development provided by PPAI . Danny Friedman Vice President Added Incentives, Inc. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base. Professional Development provided by PPAI .

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Professional Development provided by PPAI

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  1. APRIL 23-25, 2014 Professional Development provided by PPAI

  2. Danny Friedman Vice President Added Incentives, Inc. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Professional Development provided by PPAI

  3. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Client Base Where Do I Start? WRITE IT DOWN! - Where do you want to be in 1, 3, 5 or 10 years in your business? - Income - Number of Clients - GOALS- # of Calls, # of Meetings, # of Deals, # of Clients, Etc….. -Goals must be achievable and adjustable - How are you going to achieve your goals? IF YOU DO NOT WRITE DOWN YOUR GOALS, YOU WILL NOT ACHIEVE THEM Professional Development provided by PPAI

  4. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseWhere Do I Get My Clients? • Make a List of Every Person You Know -Everyone you know works at a company that uses promotional products -Warm Call vs. Cold Call • Target Specific Industries • Past industry you’ve been in • Industries that you know a lot about • Industries that are prominent in your geographical area

  5. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseGetting Clients by Networking • Business Networking -Chamber of Commerce, Associations and Networking Groups • Social Networking - Clubs, Religious, Friends, School, Sports, Etc… • Internet Networking -LinkedIn, Facebook, Twitter, Etc… PEOPLE WANT TO WORK WITH PEOPLE THEY KNOW OR HAVE SOMETHING IN COMMON WITH

  6. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseGetting Clients through Referrals -“Spread Yourself Thin” (Not a New Diet) - Ask for Referral- “The Gift that keeps on Giving” USE THE CREDIBILITY YOU’VE GAINED FROM YOUR CLIENTS TO GROW YOUR BUSINESS

  7. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base How many leads to get a new client?

  8. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base 100 Leads = 100 calls 100 Calls = 30 Decision Makers 30 Decision Makers=2-4 appointments 2-4 Appointments= 1 New Deal or Client 100 LEADS =1 NEW CLIENT

  9. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseHow Do I Get New Leads? • Physical Cold Call -Hit the Streets-”Do not judge a book by its cover” • Telephone Cold Call -Same as physical but you have to be quicker • E Mail Blast (Low percentage of success) -Use as a supplement but not main focus

  10. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseManaging Your Clients • How often should I contact Clients? - Human Daytimer • How should I contact Clients? -Phone -E Mail -Face to Face YOU MUST BECOME CLIENT’S PROMOTIONAL PRODUCTS DEPARTMENT

  11. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseKeys to Early Success • Build on the Positives • Good Conversation, Good Meeting • People want to work with positive people • You choose to be in a good or bad mood • Smile! • Become an Expert on Select Items • Too Many items in industry to know them all • Expertise on a few items per category • Keep Calling • Selling is a contact sport-You need a lot of contacts!

  12. BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client BaseSummary • WRITE IT DOWN!-If you don’t write down goals and how you are going to achieve them, they will not happen • 100 Calls to get 1 new client • Build on the Positives and keep calling! GOOD LUCK AND GOOD SELLING

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