Winning over clients is about connection. The more you know about someone, the deeper the connection. And knowing things the other person doesn’t know you know is even more powerful. This week on Becoming Referable we tell you how to get that information.
On this week’s episode we welcome back Sam Richter, Hall of Fame speaker, best-selling author, and founder and CEO of SBR Worldwide/Know More. Sam is a thought leader on sales intelligence and helps professionals uncover information to then leverage it in building valuable business relationships.
Sam shares his extensive expertise on how to uncover and utilize information to establish a positive relationship from the start, increasing the odds of converting a prospect into a client. We discuss the need to do your homework and how this ensures the solutions you provide align with what prospects actually care about. Sam shares tools and resources for finding vital information that will assist in building relationships. He highlights specific language for asking the challenging questions to go deeper in your conversations and your relationship. We break down how the power of information can be leveraged in your referral strategy to increase trust and understanding with prospects.
And listen to the end to get a special offer on his Intel Engine to put these strategies into action.
It is a great discussion that will change the way you think about preparing for any meeting with a prospective client.
Click here to listen; we welcome your feedback, as always.
How many opportunities are you missing because you don’t know what your clients value most? Pull a group of them together and find out! Learn the (often surprising) truth about what your clients want from you and what they say when they refer you. Click here to find out how: https://clientdrivenpractice.com/client-advisory-boards/