To successfully overcome any objection you first have to fully understand it. One common objection from clients and sponsors is: “It doesn’t provide enough Return on Investment (ROI) “ The mistake some people make on receiving this objection is to launch straight into a repeat of the key features and benefits that their proposal offers,… Read more…
Creating Value for Clients and Sponsors
If you want to increase your chances of retaining your partners and clients I highly recommend you focus on helping them to derive value from what you have sold them. Too many people sign partnership agreements, purchase software, take stands at exhibitions, then don’t make the most of the opportunity and complain when they don’t… Read more…
Retaining clients, customers, sponsors and donors
We all have experiences daily as consumers; from purchasing a cup of coffee, to visiting the gym, to paying bills. We tend only to only remember the exceptionally good or exceptionally bad experiences, which we then recount to friends and colleagues. Too often a business will lose our custom, because one aspect of the experience… Read more…
How to service sponsors & clients effectively
Having just run a workshop for the clubs from a major national sporting organisation on the topic of effectively servicing sponsors, I would like to share with you some tips on effective servicing which can be applied to servicing clients, customers, sponsors and donors. The importance of effective servicing The importance is the lifetime $… Read more…
Retention Strategies for Corporate Partnerships
Sell once and retain forever – Retention Strategies for Corporate partnerships What’s the point of going to all the effort of securing a new corporate partner only to lose them a year or two later because the relationship has not met their or your expectations? In my observation, too many organisations put a great deal… Read more…