Client Builder Sales & Marketing is unmatched in its ability to help business owners and company presidents grow their companies by implementing systems to set more appointments, increase sales and manage salespeople more effectively. Over the years, we have discovered that the very best way for us to reach these people is through introductions from our clients and strategic partners. These guidelines will provide you with some insight as to who our ideal clients are and how to best introduce us.
Our Ideal Clients Are:
- Presidents and Owners of Businesses that sell products, services or a combination of both to other businesses or consumers in virtually any industry other than retail. It doesn’t matter whether these products are tangible or intangible. Typically, my best clients are companies that solve problems for their customers or help them capture new opportunities.
- Vice Presidents of Sales or General Sales Managers in larger organizations with ten or more salespeople where the Vice President or General Manager has the authority to make a decision without the President’s approval.
- Partners or Principals in Professional Service Firms specializing in Accounting, Engineering, Information Technology, Financial Services, Marketing, Public Relations, Law and almost any area of consulting.
- Entrepreneurs or Franchisees in almost any business besides retail. These entrepreneurs must have aspirations of earning $100,000 or more per year. This category also includes independent insurance salespeople and financial planners.
Believe it or not, there are a handful of sales organizations that are not good referrals for us. These include: (1) individual sales reps who are not on straight commission (while we often work with them as part of a sales organization, they generally will not invest in our help on their own unless they are self-employed); (2) real estate agents; (3) owners of retail operations unless they sell big-ticket, high profit items like electronics, jewelry or home improvements; (4) individuals engaged in multi-level marketing; and (for obvious reasons) (5) companies in financial trouble.
The Biggest Reasons Why Clients Refer Us Are:
- Declining Revenues
- Losing Market Share
- Salespeople not hitting goals or not meeting company’s expectations.
- Sales managers are selling to fill the void.
- There is no common sales process or methodology.
- Company is having a hard time finding good salespeople
- Company is not growing as fast as the owner would like it to grow.
- Increased competition is making it harder to grow sales.
- Too much time, effort and resources are being spent on attracting new customers.
- The sales pipeline is weak.
- Salespeople feel compelled to reduce prices to get and keep customers.
- Selling cycle is too long. Too much time is spent in follow-up mode, chasing deals that should have already closed or been disqualified.
- Too much time is spent providing “unpaid consulting” or giving “free advice” to prospects without getting their business in return.
- Business owner is good at sales but he or she is having a hard time transferring these skills to their salespeople.
- The business owner is not making enough money.
- The process for onboarding new salespeople isn’t working.
- A professional services firm is trying to build more of a sales culture inside the firm.
- The business owner wants answers as to why sales are not where they should be.
What Should You Say To Introduce Us?
You should describe us this way: “Larry Lewis and his company are sales development experts that help companies improve their sales performance through: (1) hiring more effectively, (2) setting more appointments; (3) closing more sales; and (4) implementing sales and prospecting systems throughout an organization.”
Make it clear that regardless of whether we can help their company, the time they spend with us will be time well spent. At the very least, our meeting will help them clarify their objectives and uncover the cause of their biggest sales challenges. Tell them your story of how we got together and the positive impact our consulting and training has had on you personally. In telling your story, be as specific as possible. However, let them know that the types of challenges we helped you overcome are not the only things we do.
Gain their permission to have us talk with them. Find out when they would like a member of our team to contact them and the name of their gatekeeper if they have one. Make sure they understand that if they really don’t want to speak with us, it is okay to say “no.” Once you have gained their permission and identified a good time for us to contact them, call us with the green light.
In Appreciation…
Your efforts will make a big difference in our ability to develop new clients and positively impact the lives of the people we serve. Therefore, we would like your help in finding ways to return the favor.
Unfortunately, because we work with so many different individuals and organizations who sell the same type of products and services, sometimes it is difficult for us to refer business to you in return without presenting a conflict of interest. Therefore, the best way for us to return your favor is by providing you with additional help. Please don’t be afraid to ask us for that help so that we can demonstrate our appreciation. Also, for those that would like to leverage that appreciation for the benefit of their friends and colleagues we have created our exclusive “Pay it Forward” Referral Rewards Program.
Thanks for your help,
