Episode 076 - Using Valid Business Reasons to Retain, Re-sell, and Up-sell

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.


Today we’re going to talk about Valid Business Reasons and why it
is important to be aware of them whenever you are dealing with a
client or potential client.


So, Valid Business Reasons or "VBR's" are mostly related to those
two contexts, you can use VBR's to get in contact with a client
that you're not currently working with and provide them with
knowledge on the value you can be for them, but also they are
essential for retaining your clients once you’ve got them. This
time we are going to focus mainly on that last one.


There is a study I read some time ago, in a book that I reference
quite a lot, in which the investigators talked to five thousand
businesses and asked them a simple question:  What is it
that would make you want to continue to buy from a company or
what is that would make you want to buy from a company in the
first place? up-sell, re-sell.


We are going to talk about what these answers were so you can see
the relevance of VBR's and how they can help you work out your
skills with clients. The first time I read this it was an
absolute eye-opener for me, and I hope it does the same for you.


Having Valid Business Reasons for your clients means that you are
providing them with something valid, that your solutions are
worth listening to, and that you are not putting your own reasons
before theirs.


For example, very recently, the national legislation around work
and health safety changed. If there is any incident in a work
site or a mine it is now the supervisors and directors who are
going to be held liable for it. How is this related? Well, if you
were to work with a safety company, this legislation change means
that there is a big opportunity for you and those companies to
engage in a mutually profitable relationship.


It's a Valid Business Reason to provide such value as well as it
is getting back in front of an existing client to strengthen the
relationship you have so that you can retain that client and
potentially re-engage them in a conversation about buying
something that would make their business better.


So, if you are interested in learning more about VBR's and how
you can make use of them, I encourage you to listen to this
week’s podcast.


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email followup templates, phone
scripts, and more that you can put to use today.