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Customer Acquisition Training – 11/07/2011

Wow, what a great time I had last night!

It was my privilege to share some tips and insights on customer acquisition and retention (doesn’t THAT sound exciting?) for our business group here in Portland.

We took a look at sales, and customers, from the standpoint that you don’ have to SELL, if you’re the kind of person that people want to be around and be friends with.

Nobody wants to be sold to, but be a guy people can like and trust, and they’ll typically like and trust what you have to offer.

We also shared some practical applications and tips for preparation, making the customer call, research, writing the quote, and follow-up. I seem to remember that we talked about Facebook a lot, as well, and the subject of toilet paper came up somewhere along the line… I’ll post the audio soon, and you can listen for it!

Here’s the MP3: PerkinsCustomerAQ

As promised, here are my notes and the slides:

Customer Acquisition Slides

Speaking Notes PDF

Weekly Customer Aq Planning Form

And here are a few of the books we discussed…

The Go-Giver: A Little Story About a Powerful Business Idea
By Bob Burg, John David Mann

The Go-Giver

“This modern-day business parable, a quick read in the spirit of The Greatest Salesman in the World and The One Minute Manager, should do well with eager corporate-ladder climbers … Over the course of five days, a restaurateur, a CEO, a financial advisor, a real-estate broker and the mysterious “Connector” teach Joe about the laws of value, compensation, influence, authenticity and receptivity—concepts that make more immediate sense in this fictional context than they would in a formal business book.”
Publishers Weekly

Imparted with wit and grace, The Go-Giver is a heartwarming and inspiring tale that brings new relevance to the old proverb “Give and you shall receive.”

Go-Givers Sell More
By Bob Burg, John David Mann

Go-Givers Sell More

Most of us think of sales as convincing potential customers to do something they don’t really want to. This mentality sets up an adversarial relationship and makes the sales process much harder than it has to be.  As Burg and

Mann demonstrate, it’s far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically.

Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.

Never Eat Alone

Never Eat Alone: And Other Secrets to Success, One Relationship at a Time
By Keith Ferrazzi, Tahl Raz

“Your network is your net worth.  This book shows you how to add to your personal bottom line with better networking and bigger relationships.  What a solid but easy read!  Keith’s personality shines through like the great (and hip) teacher you never got in college or business school. Buy this book for yourself, and tomorrow go out and buy one for your kid brother!”

—Tim Sanders, author of Love Is the Killer App: How to Win Business and Influence Friends

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