EventSpan

Speaker:

Nick Miller - Clarity Advantage

Full description:

When the going gets weird, and buyers pull back - cutting budgets, mumbling inaudibly, and ordering pizzas for delivery to anonymous offices, how do we retain or deepen customer relationships? How do we engage our customers and prospects so they'll return email and voice mail?

In the words of Billy Clyde Puckett, "Nobody ever said that this wasn't going to be semi-tough."

However, hunkered down does not necessarily mean unwilling to engage. While each industry and client is different, we'll increase the odds with five principles based on our experience (we're still here, after all!) and research:

1. Show Me That Cha Love Me - Pay more attention to how you sell
2. Do You Want to Know a Secret? - Show clients new ways to succeed
3. Get On Your Feet - Reframe or reinterpret current events to change priorities and prompt action
4. The Way You Make Me Feel - Use bank and individual value positioning statements to focus on the worth you bring to a customer
5. Do You Hear What I Hear? - Address "past," "current position," "and future plans" to understand the business owner's point of view

Intended audience: Bank line-of-business heads for retail, commercial, small business, cash management and training managers.

What you will learn:

• Using your time and your customer's time more efficiently and effectively
• Generating more profitable relationships and improving the customer's bottom line
• Engaging, selling, expanding, and retaining new and current associations