Your Flight Plan
Maximize
Business
# of clients
Avg $ sale
Sales per client
Services
Problem solver
Client
Looks good
Achieves goals
Staff
All in sales
All provide ideas
Comparative
Better than competition
Borrow success practices
Success
Break through barriers
Multiple sources of income
Thinking
Naming
Customer
Client
Profit
,25 ,25 Think long term
Clients
Understand their needs
Trusted advisor
Protect their interests
Strategy of preeminence
Valued friends
Rewarding
Profitable
For
You
Them
Who are you?
USP
Unique
Selling
Proposition
Advantages / Benefits
Buying from you
Identify ideal results
,75 ,75 Unique
Tell them about it!
Risk
Primary obstacle
Remove
Reverse esreveR
Bigger Better Happier
Increase size of sale
Help
You
$
Satisfaction
Client
More benefit
Better result
Responsibility
Explain options
Explain alternatives
Understand their needs
Add on
Larger
Better
Cross-sell
Another product
Improve their result
Testing
Everything
Compare
Use the results
Host-beneficiary
Other companies
Goodwill
Relationships
Their clients -> your prospects
Complementary products/services
Before
Along with
After
Not competing
Complementing
Referrals
Ask for referrals
Formalize process
Referred clients
Spend more
Buys more often
More profitable
More loyal
Refer others
Self-perpetuating
Why clients leave
3 reasons
Forget about you
Become dissatisfied
Their situation changed
What to do
80% recoverable
Instant action
Become your best clients
Communication
Use direct mail
Send sales letter
Call
Boost sales 1,000%
Not cold calling
Pre-sold / educated
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