The 8020 Blog

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Its easy to think that the reason we want a new client is so we can make a sale however it’s more profitable when we begin to think that the purpose of a sale is to get a client.

(It’s OK if you need to read that twice!)

The real wealth in your small business lies in the quality and quantity of relationships that you have with prospects and clients.

If you have a relationship of trust and respect with many prospects and clients you can make multiple sales to them over an extended period of time - so the real value lies not in the sale, but in the client.

This different way of thinking will cause you to re-evaluate how much you are prepared to invest in order to get a new client.

It will also make you think very carefully about the levels of service you provide to those clients and how to respond when you have a client complaint to deal with.

You are receiving this because you are subscribed to Tom Poland’s 8020 Blog. Feel free to forward to your friends - share the love! Manage your subscription options at the bottom of this email.

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The majority of businesses can’t be expanded beyond the capacity of the owner’s time for three reasons.

The first is the lack of proven marketing systems that generate quality leads coming into the business on a regular, predictable basis.

The second is the lack of a documented, teachable sales process that converts the leads into clients.

The third is the lack of a documented, teachable value delivery process that fulfills client expectation (and more) and turns them into returning customers.

These last two have the power to take the owner out of the sales and delivery cycle and frees him/her up to do more marketing and more product/service innovation.

The lack of these three items not only stop the business from expanding, they also prevent the business from being saleable.

So to free up your time, to drive growth and to make your business worth (potentially) millions, focus on those three things.

If you want more on this the register for my zero-cost training coming up next week … you can click here to find out more.