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By working with Joe Marr (Sandler Training Center - Ann Arbor), I was given the tools I needed to effectively prospect and, as a result, become profitable. In just one year, my client list increased tenfold and my prices increased threefold.
Judy Ravin, CEO ECS, L.L.C.
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Many salespeople have learned to find new clients while strengthening the relationships with the clients they already have by holding free informational workshops for their clients’ customers.
Here’s how it works. Offer to present on a topic within your areas of expertise that is interesting to your client, for their benefit. Make sure they take on the responsibility of promoting the workshop to their prospects and clients, as well as providing the venue and refreshments. Your role is to deliver a dynamite session with value-added handouts, and to answer questions from the group.
A couple of tips for holding workshops for your clients: