E101: Fool you! Or fool me?

Listen in this week as we talk about the sales discovery process, how that sales process aligns with your branding strategy, and ways to onboard new clients. 

Think of some discovery questions for your prospect or new clients. These aren't real suggestions; the point is that sometimes you have to get a little off-the-wall to really break through the discovery phase.

Why are nickels bigger than dimes?Why does Hawaii have an interstate highway?Why doesn’t Tarzan have a beard?Why do the Flintstones celebrate Christmas?  

Do you have a process to onboard clients?

Automated email flows or manual onboarding communicationsGifts, welcome kits, brand swagGetting qualified referrals

The worst thing you can do is send a referral that is a dead-end. It’s nice to make professional connections. But after three months of sales activity, what has been the result and where have you invested your time?