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Update SEPTEMBER 2002 - Dear visitor, please note that this site has been archived and will no longer be updated.
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Articles and Reports
By Kevin Lawrence, Business Building Coach
Here are a few of the articles I've written for publications on everything from how to ask for referrals, to building your own market niche, to how to kick the procrastination habit:
"Remember the story of the Princess and the Toad, where an unhappy Princess frees a handsome Prince from a frog's body with a juicy, wet kiss? Imagine she'd avoided the Toad, that, instead, our Princess had looked at him and thought: "How disgusting. I'll never kiss you."...
Creating and maintaining strong relationships is the key to having a loyal and thriving client base. That's why - instead of guessing where you stand with your clients or how you need to improve - it makes sense to ask lots of questions. Generating feedback from your clients is the best way to promote the long term health and success of your business...
Your business is a lot like a big wooden barrel in an old farmyard full of other barrels. Your barrel holds all of your customers. The other barrels belong to your competition. When a customer leaves, for whatever reason, think of this as your barrel of business leaking - part of its content is being drained...
The value of a customer cannot be overrated, and you shall soon understand why. The following story proves that the true value of a customer can barely ever be measured; it is always potentially huge...
In a world moving at a faster pace every day, where people expect their needs to be gratified instantly, there is no better tool for relationship and business building than email. How else could people keep up with the demand for prompt and quick service that exists in today's frenetically paced market? Email can help you add value, increase customer loyalty and generate referrals...
Complaining customers are a scary proposition for many professionals, but the complaint situation represents an opportunity, not a problem, in most cases. If you deal with a person's concerns respectfully and helpfully, your effort and consideration will almost always be appreciated, and former complainers will walk away feeling happy and valued...
It's always frustrating when a client leaves. Most likely, a lot of time and energy was spent prospecting and then serving that individual or business. And now, you're left with nothing.
The main reason why people stop doing business with others has been identified. Studies show that 68% of customers leave because they feel they are being treated indifferently, not because of a "bad" experience, poor quality products, or better pricing somewhere else. That's why it's so important to be sure your clients feel valued and appreciated...
In our business, we're often asked the question: "How can I over-deliver and, thereby, ensure high levels of customer retention and referrals?" Here's our answer, in the form of a "Top 12 Ways You Can Over-Deliver Value To Your Clients" list...
Here are some business building ideas to help you start 1999 off on the right foot. If you implement these strategies, your efforts will be rewarded - with an endless stream of customers & profits...
Building a business takes patience, perseverance, and lots of hard work. And selling yourself to potential clients and contacts can often be the most difficult part of the whole process. It's good to meet new people and tell them what you do, but it's not enough. People are much more likely to become loyal contacts or clients if they see the actual benefits of doing business with you. It's great to be nice and likeable, but this often leads to nothing but smiles and handshakes. That's why it's so critical to build people's trust by explaining and demonstrating how you can solve their problems. People are always thinking, "What's in it for me?" Show them, don't tell them...
Knowledge is a powerful fuel that propels successful businesses. It helps you understand how your business rates with clients, and it allows you to make positive changes to accommodate their unique and varied needs. Although many people listen to what their customers have to say, their businesses still don't realize their full potential. Highly useful feedback is often not obtained because the wrong questions are being asked...
Each time you lose a potential or existing customer or fail to obtain a referral, there's a reason why. You may not know it, but it exists. That's why getting plenty of feedback from your clients is very important. These people have answers to many important questions. And your success depends upon their approval of and happiness with your performance...
* Have you ever met someone and wanted to suggest how your company could benefit them, but you didn't want to be seen as being pushy or aggressive? * Are you looking for a better way to introduce yourself to people you meet every day? * Have you ever felt that the description you give of your company could better represent what you do? * Ever wish you could sell more with less work?
Well, there's the old way, and then there's the successful approach...
This profile is about a company we work with called Scenario Design, where two individuals have achieved tremendous results, both personal and financial, using the Synergy Referral SystemTM (SRS). Isabelle and Margarita's business has enjoyed a staggering 403% sales increase since we began working with them a year ago, and it's all come from referrals and repeat business...
Audio Programs
Think of your business as a big wooden barrel in an old farmyard full of other barrels. Your barrel holds all of your customers. The other barrels belong to your competitors: some are full of customers, some are nearly dry, a few are filling up and many are draining. One or two over in the corner are even overflowing...
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