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RESULTS
NEWSLETTER
After
Landing That Account
After landing that
account or receiving a new contract, communicate that the right decision
was made when you were selected. To do this:
- Send a letter
immediately, thanking the client for the new business and reaffirming
that your company has the expertise to do a good job.
- Go well prepared to the
initial meeting with the client.
- Appear enthusiastic and
confident during discussions with the client.
- Keep the client informed
about progress being made. Don't allow surprises to occur.
- Make each client feel as
if he or she is No. 1 on your lists of clients.
- Keep conversations with
clients oriented toward their goals and what will be best for them.
- Keep in touch with
clients on a regular basis - even if it's merely to share company
newsletters, holiday cards, etc.
If you do the above, you will help eliminate any
second thoughts clients may have about the decision to engage your firm.
Source: Roy Baldassari, Response Analysis Corp.,
writing in Marketing News, Suite 200, 250 S. Wacker Dr., Chicago, IL 60606
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A foot in the door is worth two on the desk.
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Little White Lies
Here's how to write recommendations for lousy job
candidates. Excerpts from The Lexicon of Intentionally Ambiguous Recommendations
(LIAR) by Lehigh University economist Robert Thornton whiz around the
Internet.
For a candidate with interpersonal problems, he
suggests saying I am pleased to say this person is a former colleague of
mine. For the lazy worker: In my opinion, you will be very fortunate to get
this person to work for you.
The book, published by Meadowbrook Press in Deep
Haven, Minn., also suggests recommendations for the criminal: "He's a
man of many convictions" and "I'm sorry we let her get
away." For the untrustworthy candidate: "Her true ability is
deceiving." And for the inept worker: "I most enthusiastically
recommend this person with no qualifications whatsoever."
Source: Wall Street Journal
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On Speaking: If you can't strike oil
in 20 minutes, stop boring!
Dr. Spurgeon
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Tips for Serving Customers
1. Offer a firm handshake.
2. Look directly in their eyes.
3. Ignore distractions.
4. Smile, nod your head, gesture.
5. Concentrate on the customer.
6. Ask questions.
7. Don't interrupt.
8. Take notes.
9. Avoid an opinion until you've heard everything the
customer has to say.
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Capitalism is what people do if you
leave them alone.
Kenneth Minogue
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Handle It Yourself
Out on the cliff's edge further than he'd ever been
before, he sat with legs danglin' high above the valley's floor. He was
lost in thought while drinking in the grandeur of it all, when a gust of
wind unseated him and he began to fall. It was a drastic situation and he
didn't dare think slowly, for certain death awaited in the rocky crags
below. So he called upon a friend (I guess the only one he could) - the one
we all forget about when things are going good. He said, "God, if you
will help me now, I'll quit my sinful ways; I will do those things that
you'd have me do and work hard all my days; I will quit the booze and
cigarettes and help my loving wife; I will spend time with my children and
I'll turn my life around; I will work to help the needy and I promise to
repent." Just then, a tree limb caught his coat and stopped his fast
descent. And while hanging from the tree that grew upon that rocky shelf,
he looked skyward saying, "Never mind, I handled it myself!"
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I would rather be the man who bought
the Brooklyn Bridge than the one who sold it.
Will Rogers
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Do You Understand Your Job?
Do you understand what you are expected to do? Have
you received the training needed to do your job? Do you have opportunities for
professional growth, without becoming employed by someone else? Are you
encouraged to make decisions for yourself? Do you have chances for
cross-training in new areas? Have you discussed career advancement with
your employer? Do you work under safe and comfortable conditions? Do you
give praise as willingly as criticism? Do you understand how your pay is
determined and how your benefits work?
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How would you like a job where, if
you made a mistake, a big red light goes on and 18,000 people boo?
Former hockey goalie, Jacques Plante
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