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Life Business and Money - Specialists Win More Referrals / Hitting The Wall

  • Broadcast in Business
Steven Kay

Steven Kay


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Specialists Win More Referrals
By Dr. Ivan Misner and Bertrand McHenry
If you claim to do everything, your clients won't rely on you for anything.
You may perform a variety of services or offer a range of products, but if you want a referral, your description of what you do should be detailed and focused on a single aspect of your business.
Your referral sources will find it much easier to get you an appointment with a prospect if your sales message addresses the prospect's specific needs. You're an office-furniture wholesaler? No help. You specialize in custom-designed, made-to-order desks, shelves and file cabinets in large lots? Bingo. You've snagged an appointment.
Hitting The Wall
One phenomenon businesses and business owners experience is called “hitting the wall”. Hitting the wall is when our business seems to be stuck in neutral. This may occur when our sales stop growing, sales take a step backward, or possibly our creative juices have ebbed.
Don’t worry; it’s not the end of the world! It is however, time to get up and take action.
You might be thinking; Dirk, what the heck do you think I have been doing, sitting on the couch eating bon bons and watching soaps?