On June 16th our BNI chapter held a very special ceremony with our executive directors, Leo & Fay Martel, who recognized our long time members with pins and ribbons.
Your dedication and commitment is greatly appreciated.
Congratulations to 5+ year members Dan Jerore, Gary Altman, Greg Flynn, Ilya Sergeyko, Marc Bruno, Ralph Smith and Stephanie Lewis. (pictured below)
10+ year members Frank Milota, Greg…
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Sometimes a sales call does not end in a sale. It ends with “I’ll think about it”.
How can you stay top of mind if your timing is off, or if your prospect needs to check in with other decision makers? Or if they aren’t ready to invest.
My strategy is to deliver value.
Mary, this is her newsletter, with her insightful marketing tips.
Amy might send letters to teachers with useful classroom management tips. Christine might send out fitness… READ MORE »
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A lead is a piece of information.
A referral (in BNI terms) is someone who is expecting a call.
One great way to handle a referral is by email introduction.
And a great referral for Tracy would be an owner doing business in more than one state, and with complexities in their federal tax returns. AND that they are in the market for Accounting and advisory help! (this is key)
If you have this kind of referral for her, you can warm them up in email…
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Ponder these questions and craft the words that are the clearest to develop a strong self-introduction:
What do you sell? “We provide/build/deliver ……”
Who is your ideal client? “We work with….”
What value do you deliver? “This is important because…”
How are you different than your competitors? “We are different because….”
What is your unique perspective on this? “We believe that….”
Put this all together and answer: What do you do? Make sure their eyebrows go up, not in (Sam Horn!)
Ivan… READ MORE »
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