Building Your Coaching Business – Information Marketing – What to Do When You Get the Appointment

Here are some power questions that will grab your prospective client when you have your meeting.

Stop selling, and start helping. You will see your sales close ratio go up 5-10 times from where you are if you’ve been “selling” during those meetings.

Although this article is meant to show you how to follow up the Information Marketing letters we mentioned in the previous article, this approach still works for almost any sales appointment.

Just keep in mind that “you are not there to sell,” you are there “to help.” There is a clear distinction, at least as far as how the prospect perceives it.

Does that mean that you aren’t going to close, no, you will. However, you MUST be there to help him no matter where that may go. You are there to help the prospect find the answers he needs to solve the problems you are going to help him discover. You will work on HIS problems together heading for the answers. When he finds those answers, he will recognize that you were the one that guided him there. And, in most cases, there is still more work to do. He’ll want you around to help him find more and more answers, and help him implement the actions.

Since you are not here to SELL, you will not be in the TELL mode. You will be coaching him to find his most important answers to his most important problems.

Here are some questions that just might help:

Start your meeting off by asking them to explain what was the most beneficial thing they got from the article (assuming this is the follow up to that information marketing campaign). If this isn’t a follow-up to an information article campaign then just go directly into the questions that follow.

  • What are your biggest goals for your business this year?
  • What are they worth to you, if you could achieve them?
  • If you could achieve them sooner than expected, what would that do for you?
  • What has been the biggest obstacles to you pulling that off?
  • What might have delayed achieving those on time?
  • If you could solve those problems in the next week or two, what would that do for you?
  • What has it cost you for not achieving those?
  • What is it costing you every week that you don’t achieve those goals?

You want the prospect to define the value of achieving those goals in dollars and cents. What it has cost them in not achieving them. That sets a value for moving forward and a cost for not acting.

You’ll see that most will decide to move forward either at this meeting, or a meeting that follows up quickly.

If the prospect ultimately says he isn’t ready to move forward, what do you do?

Ask him when he absolutely has to have this problem resolved?

Make sure that you know what the weekly cost to him is for every week that this is delayed, because the chances are that the delay is more costly than your fee. This might be worth a discussion before leaving.

When he gives you a date, ask him if he’d like to continue receiving your articles on how to resolve his problems. He’ll be on your list, and it wouldn’t hurt to have some hints and tips about it.

When the date comes up, give him a call. There is a really big chance that he hasn’t done anything to fix the problem. In that case, show a concern that he said it was costing him $______ a week, and you have some other suggestions that might help out. Schedule another appointment to talk it over.

Remember, your fees ARE going to be less than the costs he is facing in not getting it fixed.

You are selling your value, not coaching or consulting. Be able to give a testimonial that shows how much other clients gained from your coaching.

Small Business Information You Need to Know

Are you thinking about starting up a small business sometime in the near future? There are a few things that you will want to know before you open your doors for the customers to come in. If you try to start a business large or small without first having all of the facts about that business you may not be as successful as you hoped you would be. You will want to take the time to make sure that everything is in order before you put your small business plan into effect.

One of the first things that you will want to make sure that you have is a small business license. Every business large or small has to have a license to operate in the county that they are located in. You will have to go to the court house in your county and inquire about purchasing a business license before you can actually call yourself a business. You will have to give them your business name and pay the required fee.

Next, you will want to make sure that you have a small business bank account so that you can keep all of your business finances in order. You do not want to get your business revenue mixed up with the grocery money from your personal account and it can be a big mess to straighten everything out if you go too long without establishing a separate account for your small business. It will also be helpful for you to start building a business relationship with the people at your bank so that you will have an easier time getting approved for loans when you need them.

Another thing that you will want to know about before you start your business is online marketing. By taking the time to sit down and learn some basic information about internet marketing you will be able to reach out to customers from across the world that want to do business with you. These are customers that you would not otherwise have the opportunity to do business with and are ones that will be very valuable to you once you start.

There is several other information that you will want to know about a small business before you start one up. It is not as easy and glamorous as most people try to make it out to be. You will need to do a lot of planning and make sure that you have everything that you need in order to be successful. You can make it if you have everything organized before you open your doors.

The Advances in Business Information Management

In today’s busy office environment, it is essential to have in place efficient document management procedures to make sure departments run smoothly. All data capture processes need to run efficiently so that a business can keep its staff, clients and stakeholders happy.

For example, invoice processing and mailroom automation are two operations integral to the smooth running of an office and so therefore need to work precisely. With huge advances in technology over the last decade or so, automated systems have now been developed to ensure that these tasks can now be effortlessly accomplished.

These clever business process automation tools have been invented so that enterprise can now be run digitally. The developments in information management software mean that efficiency is improved and therefore both time and money is saved in the long-term.

A huge range and volume of information including invoices, mail, financial reports, plans and drawings can now be centrally controlled, managed and distributed across internal departments and external global frameworks with ease using this innovative software.

Digital automation of business documents helps to further develop a paperless office environment and keep business as efficient and accessible as possible. No longer do invoices sit in a pile waiting to be paid. When they are managed via data capture software they can be organised and paid more quickly and efficiently.

A company that offers these innovative data capture tools is UK-based DCS. They provide a range of software suitable for most business sectors that can deal efficiently with a wide range of processes. They offer high volume data and form capture that can convert a huge range of information to electronic data file format. The FileStore EDM software automatically structures information into an easy to access database.

DCS’s systems give specific functionality for business compliance, records management, reducing document processing costs, archival and audit control of emails and files, remote scanning, automated invoice and forms capture.

DCS also provide outsource document scanning and data capture service for high volume scanning of documents, drawings, micro films and photographs. This enables archived material to be rapidly captured into the digital domain to be efficiently controlled and stored. Their scanners can cope with 1 million images per day, making them one of the largest capacity outsource services in the UK.

DCS provide their information management solutions and associated services to over 400 leading businesses worldwide. When using DCS software, their clients regularly comment that they have enhanced supply chain efficiency, increased customer satisfaction and reduced operating costs.

So in a modern business environment it is clearly essential to have data capture solutions in place. The increased efficiency and streamlined processes resulting from the use of document management software regularly results in long-term improved corporate performance.

The Importance of Comprehensive Business Information Services

Imagine this situation, you have been staffed with the responsibility of performing due diligence for your organization. Where do you start? What types of research will you need to perform? What type of public record verifications will you need to conduct to protect your brand’s value?
Business information can take many forms. An organization’s ability to access information can be a critical component to having an ability to mitigate fraudulent patterns. Knowing the individuals and organizations you are doing business with is essential.
The Need for Due Diligence:

Consider the risk of potential exposure during the most simple of business transactions. To help mitigate exposure companies must rely on a series of public record sources. Today’s business world occurs in a fast pace environment. There is a strong need to have a complete due diligence solution that is flexible enough to keep pace with the fast demand for information. Below is an example of on demand due diligence services for domestic and international searches:

– Lawsuits

– Judgments

– UCC Filings

– Watch List Searches

– Media Publication Searches

– Bankruptcy Records

– Tax Liens
Comprehensive business information research involves a variety of channels. Information can be acquired through several types of searches and verification methods. Consider the need for credentials verification. Verification can occur against a variety of individual and organizational credentials including:

– Professional Licenses

– Insurance

– Corporate Status

– Diversity Status

– Business Locations

– Sanctions
Another type of verification is identity verification. Companies focused on performing identity verification will want to be conscious of the following types of verifications:

– Social Security Verification

– DOB Verification

– Address Verification

– Business Tax ID

– Business Affiliations

– Watch List Review
Creating a Complete Due Diligence Solution:

Due Diligence is about having access to the right information when you need it. If you need to find public records, or perform an id authentication then you’ll need to turn to a variety of public record sources. In the fast paced environment of today’s business world having access to single platform can significantly decrease the time needed conducting due diligence. Here’s how a complete due diligence solution works.

– Critical documents are retrieved by document retrieval specialists from courthouses (federal, state and county) and Secretary of State Searches relative to bankruptcies, lawsuits, liens, judgments and more.

– The above searches are combined with supplemental information such as corporate entity verification, watch list searches, media publication searches and UCC filing searches.
Information to Make Well Informed Decisions:

When information is able to be gathered under a single platform the ability to make well informed decisions becomes easier. Spending the time to individually perform the searches discussed in this text can be time consuming and expensive to implement. By looking to outsource the research process and integrate the results under a single platform you are performing the needed due diligence with increased speed and efficiency. More important by reaching out to a team of nationally trained document retrieval specialists you are allowing your organization to leverage the skill set and effectiveness of a dedicated staff that can provide you with the on demand public record searches that are essential to your organizations need to verify information about the individuals and organizations you are conducting business with.