Royal Goodman @ GI Group, LLC

Your clients have to believe. How can you convince people that don't know you to believe what you say? Well you can't get everyone to believe in you, and it would be foolish to try to get someone to take your word on everything from the first second of meeting you.

What you can do though is be genuine, approachable, open and most of all listen. Empathize. Provide as much proof and evidence as it takes to sway them enough to give you their first chance. Once they are pleased, and continue to be pleased the barriers come down little by little. Delight them early on, and keep positively surprising them.

There are many different ways to surprise them. Make a list on the things that you can do. Be unique. Do something that they do not expect and do something that nobody else is doing. This will take some time to make a list, however in these hard times it will be worth it.

Thanks for reading my blog. Royal..

Before you can even think about how to bring the subject up, your brain kicks into warp speed and says, "I can't ask them for a referral; they might get mad at me. . . feel upset. . . be uncomfortable. . . [insert your excuse here]. . . or worst yet, they'll just say, 'No!'"

This is where your conscious mind gets into the act, and you wrongly start envisioning that worst-case scenario coming to life. You see yourself offending someone, being presumptuous, asking the wrong way, feeling embarrassed, and finally ruining a prized relationship.

Try these four ways below:

1.Be more in tune to your client 's communication style. This is different for every client, depending on that person 's communication style. Still other clients get instantly turned off, regardless of what you try to discuss with them. Understanding your clients' varying styles of communication and receptiveness to your goal of building more business will go a long way in cultivating referrals.

2.Know how to 'ask' for referrals. Nothing evokes more fear in salespeople than the thought of sitting down with a client and "asking them" for referrals. So don't! That 's right--don't ask for referrals. Focus on earning personal introductions from clients. The key is that you must test and confirm with every client that they are finding value in you and your work. Use a monthly meeting, or quarterly review to touch base. I ask one simple, very powerful question: "Mrs. Client, tell me: How am I doing in my relationship with you?" The answer allows the referral door to swing wide open--or temporarily close tight. Either way, you've got a much better read on the relationship.

3.Practice with your C-level and D-level clients, and then move up. Practice on relationships where the stakes aren't so high. Take some of the pressure off yourself by building self-confidence and enthusiasm--and seeing results--with B-level and C-level clients. It 's highly unlikely that you would ever offend someone who has confirmed your value. But, if you do upset someone, let it be a C-level or a D-level client that wouldn't be irreplaceable if they should take their business elsewhere.

4.Give clients a reason to share you with others. Remember the 80/20 Rule when it comes to client referrals. It says that 80 percent of your clients utilize only about 20 percent of the services you have to offer. One way to counter this is by bundling current services as "value-added" extras--this shows appreciation for your current client relationship while simultaneously giving your clients more reason to suggest your services to others. Remember, you want to introduce the subject of referrals with your clients without adversely affecting the relationship at all. It 's like stepping near thin ice--without ever falling through. Stay in the area where the relationship provides enough support for what you're saying--and don't overload it.

Try it and let me know how it works. Thanks for reading my blog. Royal..

1) Clean you desk. You feel better when you have a neat clean desk.

2) Develop yourself. Learn new things everyday to make yourself better.

3) Don't be self-absorbed. Don't just think about yourself.

4) Come in early, but leave on time.

5) Either go to the gym, or don't go to the gym. Don't beat yourself over it.

6) Don't shoot from the hip. Have your presentations memorized and neat.

7) Thank people and give positive feedback. Make other people feel good about themselves.

6) Always take time to vacation and leave your cell phone alone.

7) Spend more time with your family. Put your family in your appointment book. And show up.

8) Acknowledge your shortcomings. We all have them. Work on them.

Thanks, Royal..

I have used this myself. This is a fast way to increase clients credit score fast. This will have a big effect on their utilization factor (Increasing the span between credit used and credit available). This is calculated by percent. Having below 50% utilization is good. However, below 25% is alot better. This is done without any money out of their pocket and can have an immediate score increase.

STEP ONE: INCREASING LINES OF CREDIT

ME: Hi. I'm calling to make some adjustments to my credit card. First, what is my current credit line limit?____________

THEM: Your credit line limit is ____________

ME: I am going to make a significant purchase and rather than using more than one card, I would like to use this as my primary card. In order to do this, I will need to raise my credit limit.

THEM: How much would you like?

ME: What are you authorized to offer me? (If they offer less than what you are looking for, continue to negotiate through Steps Two and Three, then, ask to speak to a supervisor, as outlined in Step Four)

OR

ME: I would like to increase my credit line to _____________

THEM: I can raise your limit to ___________(if this is acceptable, move to Step 2)

OR

THEM: We will be back in touch with you in 72 hours, etc.

THEN,

ME: What can you do for me today?(if their response is not acceptable to you:)

ME: Thank you for your assistance. Now, I would like to speak to a supervisor.

(return to script, and begin again)

SCRIPT TWO: DECREASING INTEREST RATES

ME: What interest rate am I currently paying?

THEM: ____________

Me: I would like that interest rate lowered immediately.

IF THEY DO NOT DECREASE YOUR INTEREST RATE TO GOOD LEVEL:

ME: I'm confused..I receive offers in the mail quite frequently that are for ____% interest. I realize these are introductory offers, but in order for me to be comfortable using this as my primary card, I would think you could be more competitive. Can you reconsider and meet me at least part way for a limited period of time?

THEM: We could go down to _________for_________months.

ME: Thank you very much.

STEP 3: ELIMINATING ANNUAL FEES

ME: AM I currently paying an annual fee for this card?

THEM: You are paying_________per year.

ME: What benefits am I receiving for this fee?

THEM: You are receiving_______________________________

If you are just paying for the privilege of holding the card:

ME: I would like that fee credited and discontinued.

THEM: Okay.

STEP FOUR:NEGOTIATING WITH A SUPERVISOR

Me: Thank you for your help. Now, I would like to speak to a supervisor.

WHEN THE SUPERVISOR GETS ON THE PHONE

ME: Hello, I have been speaking with one of your representatives, but I need some additional assistance.(continue negotiations, beginning with Step one, as appropriate)

Keep me updated on the progress and how it works. Thanks, Royal..

What ever the emotional state of your clients---cautious or confident. It's important to each of them that you understand what they're trying to tell you and how they feel about the services that they want you to provide. But when the emotions run high, especially when things are going wrong, it is easy to get caught up in a client's emotional world.

When responding to client's emotions, it's helpful and smart to make a distinction between empathy and sympathy. Both have to do with how we respond to other client's emotions. Many clients use the terms interchangeably, but the difference is real and highly important.

SYMPATHY involves indentifying with, and even taking on another person's emotions. A sympathetic response is " I'm really angry about the housing market also." Responding to clients with sympathy---getting as upset as they are---puts you on an emotional roller coaster and can leave you frazzeled at the end of the day. The trick is to be emotionally aware and sensitive without becoming too emotionally involved. Stay calm and in control. Be ready, willing and able to help your client meet his needs or solve his concern.

EMPATHY means acknowledging and affirming an emotional state of your client. An empathetic response is "I can understand how you feel. I used to feel the same way. Let me show you what I found out." This allows you to be professional and caring at the same time. It can also make clients feel like they are an important individual. Empathy cannot be handed out by a robot: it's something one person does for another. There is no substitute of the human touch you provide when you try to "blow them away" That is what makes high quality service such hard work. It is also what makes it rewarding. I heard someplace years ago "customers don't care what you know, until they know that you care.

Thanks for reading my blog. Royal..