TIP # 53

It’s the people, stupid.
Clients will always say it was the “thinking” or the “cost” or the “creative” that determined the choice of who gets the order because they feel like they need to make their selection based on “professional” measures. The reality is that they decide based on the people….

“I like them and trust them to do the job.” That’s why you always need to be the best to your current clients and future prospects. No exceptions. Sell new ideas to your clients. Share intelligence with your prospects. Let’s remember the most important way to a clients or prospects heart is to share things that will make their work lives easier or make them look better at their job. The more you learn about what keeps them up at night, the more you will be spot on with what you deliver to help them.

~ Jon Sloan


TIP # 52

Relationships focus on getting to know your customer and giving them reasons to stay engaged… not just getting them to react.

Relationships are like muscle tissue, the more you engage them, the stronger and more valuable they become.

A Brand is what a business does, a Reputation is what people Remember.

Make this part your brand DNA… tell your story in a way people will care.

PATIENCE is the KEY to Social success. Patience is required to build Trust and Loyalty. ROR takes time.

Trust, Connection, and Surprise… these are scarce, but the golden triangle to success in today Social Media world.

Social media has revolutionized the way people produce content, consume content and connect with each other.

Clients trust recommendations from people they know more than any other form of media, and bloggers are one on the most influential sources for that information because they tend to be very honest and sincere.

Bloggers talk about both negative and positive aspects of a brand, and in doing so become a trusted source of information

~ Jon Sloan


TIP # 51

Never take “no” for an answer.  When they lose, most companies want to see the client rot in hell, because after all, they were “rejected”.  But rise to the occasion and realize that the “marriage” with the company they selected may not work out.  Many don’t.  Wish the client good luck (even if you don’t really mean it) and find ways to stay in touch.  Your best prospect may be the one you didn’t win the first time.

~ Jon Sloan


TIP # 50

Don’t wait for the fat lady to sing.  Sometimes the client will meet and make a decision immediately after the last presentation.  Most don’t.  That gives you time (and time is a weapon  to react to issues that came up, time to add a new idea that maybe should have been considered, time to get influencers into action”.  Don’t be afraid to shoot for a basket from the other side of the court in the last second especially if you had “vibes” that you aren’t the “favorite”.

~ Jon Sloan


TIP # 48

Speak “Interrogatory”
Smart questions have more impact than smart answers. Giving fast answers, even smart and correct ones, can make you look like you’re understanding and make the client feel inferior and uncomfortable. Asking insightful questions makes you look intelligent and them feel respected. Plus, it tends to create dialogue that makes the presentation into a much more exciting experience for them. Remember to listen to our clients and each other. God gave us two ears and one mouth so we would listen twice as much as we talk.

~ Jon Sloan


TIP # 46

We win only when our customers win. This means we celebrate their success but also feel the pain when we disappoint them. To transform the customers experience, we need to follow three simple principles:

  1. Make it personal-Know the customer and its business
  2. Be inventive-Look for solutions that help the customer win
  3. Be easy to do business with-Be fast, accurate, consistent, and reliable

~Jon Sloan


TIP # 47

Yes, you have to prepare.  Yes, you have to rehearse.  No one would ever think of putting on a play without preparing or rehearsing?  But preparing and rehearsing is the only way you can get comfortable enough with your meeting or presentation.

~ Jon Sloan