Greetings!

"What one skill, if you developed it, could have thegreatest positive impact on your career? This is the key to your future" - Brian Tracey

1. Keep your focus on the prospect. Perhaps the biggest mistake people make is putting the spotlight on their business, their services, themselves. Prospects care only about what you can do for them, not so much who you are and what you do. (WIIFM, what's in it for me?)    

2. It is all about response. No matter what you are marketing you CREATE, if it doesn't get response, it's not working, simple. Too many people in business fall in love with their web site, brochure, marketing letter, add etc. In other words they get emotionally attached. This is not good. You have to ask yourself objectively,  "Is it producing results?" If not change it.    

3. Familiarity can breed credibility. Even if your marketing is great, if no one gets to see it, the likely hood of it working is slim. If people are exposed to you through an ad over and over or an appearance at a network group in the community, your credibility multiplies.    

4. People genuinely like to get something for free! To some this may be a revelation. You can start this as simply as offering free information to your prospective clients. Once you have captured their interest, they will raise their hands and ask for more.    

5. Don't sell until you've marketed. You need to get someone's attention, interest and trust before you start to sell. People will actually invite you to sell when they are ready. If you push to hard, they will pull back.    

6. Make powerful offers. Once you have been invited to sell and you know their needs, problems and objectives, you better have a valuable, solution based offer to present. If what you offer doesn't excite them why should they buy from you.   

7. Proposals are about objectives, not actions. Most proposals go to great lengths telling what you'll do for the prospect. Instead spend more time letting them know the specific objectives you'll accomplish working with them.    

8. Look after your existing clients. This is one of the most important facts in business. If you make promises keep yourword. If you are not clear in your communication misunderstandings arise and no amount of hard work can compensate.    

9. Remember you are in the PEOPLE PROCUREMENT BUSINESS!   

Wishing you every success in your business,

David Zeltner mob: 0411 875 016

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