Posts Tagged ‘Potential Client’

How Can I Make My Value Proposition … IRRESSISTABLE?

Friday, August 19th, 2011

In the competitive world today, how can you make yourself and your business irresistible to clients? Business is, after all, just one, big popularity contest. So how can you boost your popularity with potential clients?

Well, we have outlined four techniques below to help you dazzle any perspective client.

  1. Points of Difference: In a market flooded with similar companies offering similar products, you need to set yourself apart from the competition. What makes you different? This is how you can begin to establish “value” with your customers. What can you offer them that other companies cannot? Value is, after all, perceived.
  2. Perceived Value: How does the customer perceive your company? Value is perceived. So it is not the question “to be best or to be different” it is a question “to seem so to potential customers”.  Make your product fashionable, give it a brand, work on intangible aspects. Of course, to retain customers, you will need to have substance to go along with the flashy façade.
  3. Build Relationships: One thing people forget when developing their value message today is that you are not only offering your product, but you are selling yourself. People would rather buy from a friend. So build a rapport with your potential client. They will be much more eager to work with you if they trust you.
  4. Think Like Your Potential Client: Get in the mindset of the consumer! We have all been a consumer, customer, or client at some point. What are the key elements that go through your mind before making a big purchase? Think of what your client may want, or what concerns they may have, and then address those issues.
  5. Be honest and don’t oversell: If you are not honest with your customers, they will not be your customers for very long.

If you can master the above techniques for establishing value, you will make yourself irresistible to potential clients.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!


Value Selling vs. Price Selling

Friday, July 29th, 2011

Value and price. They are the same thing, right?

Well, not quite.

Selling based on value and selling based on price are two differing strategies. But what are the differences between the two and which is more beneficial for your business? This article from explains. Value is a long-term solution and what is best for the growth of your company, while price is a short-term.

The key to selecting the right client is to ask the right questions. This will take about an hour of your time, but will be worth it. It is important to identify your ideal prospects on multiple levels.

Avoid boring presentations. Most prospects are meeting with you because they have already done their research on you and your company, checked references, and have a sense of your capabilities. What you need to focus on is the future, not the past.

How are you going to help your potential client and his/her business grow? How are you going to solve that client’s immediately and long term needs? These are the questions you need to be answering.

The rapport you build with the client is the key to any long-term business relationship. As the article says, “Rapport is based on trust, and hopefully is nurtured during the thoughtful exchange before contracts are signed.”

Each situation is different and every client must be handled individually.

Once the initial meeting takes places, send a summarizing document to the potential client and set up a brief follow up conversation. This is where you can finally discuss price. A useful question to ask is:  “How does this fit with your budget?”  Simple and direct.

The Process:

Begin with a focus on building rapport with the client and understanding needs and company background.  Begin by incorporating personal touches. Go in knowing that value is long term and that’s what’s important to your business relationship—and growth.  If the first few questions focus on price, than either a) you didn’t do your homework and/or b) you didn’t ask qualifying questions before your meeting.

“It is the steps you take to discover and connect that ultimately get you to that all-important meeting.”

If you have any questions, contact the Grindstone Business Development Group by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

What are You Communicating to Your Customers or Perspective Business Partners?

Friday, July 22nd, 2011

It is no secret that communication is a vital component to any business; whether it be communication with an employee, potential client, or perspective business partner, what you say has a profound impact on your business. But did you know you might be saying more with your mannerisms than your words could ever say? There is a reason they call it body language.

This article from explains. It breaks down every element of communication, not just what you verbalize, but what you say with your hands, head, eyes and other gestures.

Sometimes the message you intend to get across is not what you actually communicate. This happens when there is a conflict between what is verbalized and what is transmitted through body language.

“The body is always more accurate in revealing true emotions and feelings.” –LaRae Quy.

We show our emotions through our gestures. We have been doing it since we were babies, and we never broke the habit.


Non-verbal communications come in clusters, just like words forming a sentence. So it is important to pay attention to all the movements a person makes during communication. This will give you a better idea of what they are “really” saying. A single movement could be interpreted any number of ways, but a series of movements narrows down what someone is really feeling.

Tips on Reading Body Language


The head shows the most expressive body language characteristics. There has been a lot of research done on reading facial features and here are some generalizations that you can rely on when trying to read a person’s face to determine whether or not they’re being sincere:

•     Contempt – lip corner tightens and lifts on one side of the face

•     Happy – a real smile will always have crow’s feet wrinkles and pushed up cheeks

•     Surprise – lasts for only a second: eyebrows raised, mouth open, eyes wide open

•     Anger – eyebrows down and together, narrowing of lips


As a general rule, breaks in eye contact are the most important non-verbal gesture. If you suspect deception in a conversation, here are some eye clues to watch for at the point at which they tell a lie:

•     Closing the eyes

•     Covering the eyes

•     Glancing at watch

•     Showing intense interest in fingernails

•     Looking out the window or at the floor

•     Avoid looking you in the eye during the moment of deception

•     Rapid eye movement

•     Raising eyebrows

Eye movements can reveal what a person is focusing on during your conversation.

•     Recalling a visual memory—eyes move upward.

•     Recalling something they heard—eyes move to the side

•     Recalling a feeling—eyes look down and to the right

•     Thinking to oneself—eyes look down and to the left


There are more connections between the brains and the hands than any other body part.

•     Palm up—nonthreatening. Even animals recognize this approach as friendly.

•     Palm down—authority.

•     Pointing finger—leaves a negative feeling in most listeners

•     Squeezing thumb against the fingertips—avoids intimidating the audience

•     Shaking with two hands is meant to convey sincerity and trust. Don’t do this unless you and the other person have a strong bond of some sort. Otherwise, you end up coming across like a smarmy politician.

•     Grasping elbow with left hand—communicates depth of feeling

•     Holding the shoulder with left hand—invades personal space and may result in a hug

So what are you really saying?

If you have any questions, contact the Grindstone Business Development Group by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!