151 Quick Ideas to Get New Customers

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Career Press, 2005 - Business & Economics - 190 pages
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Annotation Jerry Wilson is a successful entrepreneur and business and marketing consultant. He has spent more than 25 years researching what his clients-businesses large and small-have done to be successful in today's market-place. These powerful ideas work! Each is presented in a bite-sized package that allows instant execution. No long chapters with endless justifications, pontifications, philosophy, and personal stories. Just 151 great, practical ideas any business manager and owner can use to make an immediate difference in their business success. For most businesses, attracting new employees and getting existing employees to succeed is a never-ending task, often rooted in inefficient hiring practices, misunderstood motivational techniques, inadequate training, and high employee turnover. 151 Quick Ideas to Inspire Your Staff takes the mystery out of motivating employees. The basic concept: Inspire employees to create and maintain delighted repeat customers! This book demonstrates that business owners don't have to constantly replace employees or use artificial incentives and harsh methods to get employees to help the business succeed. 151 Quick Ideas to Get New Customers provides an ongoing plan with proven tactics to keep the phone ringing and the door swinging. Attracting new customers seems like a never-ending effort mired in uncertainty, frustration, and knee-jerk reactions. Wilson demonstrates that you don't have to use expensive and never-ending sales events, coupled with expensive advertising and energy-zapping promotions, to turn on a constant, inexhaustible flow of new prospects. How much could just one good idea be worth to you? How about a fortune! Don't overlook the little things that could make your business a success. Follow some of Jerry Wilson's 151 proven ideas and discover amazing results ... fast! Pick up these first two 151 Quick Ideas books and watch for many more quick ideas in future seasons.
 

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Contents

Foreword
9
How to Use This Book
11
One Thing Worse Than a Rude Employee
13
Bribe the Significant Other
14
Involve the Family
15
Prospect With a Task Force
16
Use Your People
18
Call Them Associates
19
Prospects Must Be a MAN
116
Yes No and Maybe
117
Bigger Is Better
118
Networking
120
One Size Fits All
121
Alls Fair in Love and War
122
Do You Know What They Know?
123
What Gets Repeated
124

If You Want Loyalty
20
Make Me Feel Important
21
Strategic Partnerships
22
Sell in Bunches
24
PeopletoPeople Prospecting
25
Birds of a Feather
26
Get Them on Your Own Turf
28
Become a Joiner
29
Intentional Relationships
30
Are You New or Recycled?
31
Love That Loyalty
33
Develop a Clear Vision of Success
34
Heroic Tales
35
Do You See What I See?
36
Zero Defections
37
Turning Off Your Prospects
38
Pushy Prospectors
39
The Best Prospect Ever
76
Connect Like Velcro
77
Whatever It Takes
78
Love Those Freebies
79
Do You Qualify?
81
Before You Open Up
82
Tell and Sell
83
Make Sure Prospects Can Find You
84
Leave Your Prospects a Trail to Follow
85
Learn from the F B I
86
Keeping TopofMindAwareness
87
The Proof of the Pudding
88
What About Tomorrow?
90
Your Elevator Speech
91
Point Out the Problem
92
Go After Lost Customers
93
Free Still Works
94
Out of Sight Means Out of Mind
95
Friend or Foe?
96
Keep the Lights On
97
One Magic Word
98
Quality Speaks Volumes
99
Keeping up With Technology
101
Is Your Image Working for You?
102
Dont Take It For Granted
103
Beware of a Prescription Without a Diagnosis
104
Make It Easy to Buy
105
Make Them Feel Safe
106
Loose Lips Sink Prospects
108
Building Trust
109
Consider NameDropping
111
Freebies Are Hard to Turn Down
112
Creative Advertising Can Work
113
Claim Those Free Dollars
114
One Magic Question
115
Traditions Should Be Sacred
125
The Puppy Dog Lick
126
Dont Give Them a Reason
128
What Is It You Sell?
129
Everything Matters
130
When Do You Need It?
131
Lost Sales Mean Opportunities
132
Let Them Decide
133
Forget Satisfied
134
Perceptions of Value
135
Prospecting with Hulk and Bulk
136
Its All About Value
137
How Much Does It Cost?
138
Stack Up the Benefits
139
What You Can Do
140
How Much Is Your Price?
141
The 10 Stupidity
142
Losing Their Luster
143
Are You Listening?
146
The Early Bird Gets the New Customer
147
The Problem with Communication
148
No Is Not the Answer
149
Selective Hearing
150
If Only We Had Time
151
Anticipate Obstacles
153
Decide Not to Sell
154
Selling to the Senses
155
Never Assume it Took Place
156
Attention to Detail
157
Use Your Design
158
Make Smiles Zero Tolerance
159
Its Okay to Know You Dont Know
160
Dont Be a Bungling Bob
161
Create Your Personal Gold Mine
162
The Insanity Principle
163
Beware of Fatal Ruts
164
Ask for Help
165
Criticize Condemn and Complain
166
Harness the Internet
167
Tell the Truth
168
How Are You Really Doing?
169
Meet Uncle FESS
170
Dont Be a Dropin Visitor
171
Dont Love Them and Leave Them
172
Organize Your Prospect Efforts
174
The Agony of Defeat
175
It Is Not What Happens To You
176
So You Cant Afford To
177
Become an Information Junkie
178
Index
183
About the Author
189
Copyright

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About the author (2005)

Jerry Wilson has spent more than 25 years researching what his businessespeople need to do to be successful in today's marketplace. He is a successful entrepreneur and consultant and an accomplished professional speaker. He is also the author of Word of Mouth Marketing, as well as 138 Quick Ideas to Get More Clients (with Howard L. Shenson), and How to Grow Your Auto Parts Business. Wilson has been published in Entrepreneur magazine, Success Magazine, Master Salesmanship and Personal Selling Power, among others. He lives in Indianapolis, IN.

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