Tag Archives: sales

Customer Loyalty e-book by Jim Cathcart

copyright 2008 Jim Cathcart

Announcing a new e-book just released by Cathcart Institute, Inc. in the Relationship Selling Series.
This is the 8th book by Jim Cathcart in this collection.
The theme of the new book is that Customer Loyalty is something we should be seeking to GIVE rather than to get. By giving loyalty to all of our customers we can guarantee 100% loyalty FROM us and vastly increase the odds of getting loyalty in return.
Here is the cover of the new book. It can be ordered by sending an email to info@cathcart.com or calling 800 222 4883.

Below is the description of the entire series. Click on the image to enlarge it.

For further information on this book or the series contact:
Jim Cathcart at jim@cathcart.com

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Leadership, Relationship Intelligence Training

Relationship Selling ™ is still vital

by Jim Cathcart
author of “Relationship Selling” and “The Eight Competencies of Relationship Selling”

My Original Relationship Selling Book

In 1985 my first Relationship Selling book was published in hardcover and a few years later it came out in softcover with Putnam Berkley. Upon arrival it was met with skepticism. People asked, “how can selling and relationships coexist?” Well, today we laugh at that question as being incredibly naive.

But even today there are those who think of “Relationship Selling” as merely being nice to people while hoping for a sale. That, too, is incredibly naive.

A relationship is a connection between people in which value is exchanged. To make a sale without establishing a trusting relationship is to be merely a vending source. But to build a high-trust relationship with someone and to also make a sale puts you in the position to easily get all the future purchases from that person. In other words, with a relationship, one sale can be the beginning of a lifetime of orders.
Relationship Selling, the 8 competencies of top sales producers

A Mass Mutual sales trainer Doug Macdonald once told me, “Jim, for the first 5 years you are in sales you will be underpaid relative to how hard you work. But if you form the right habits and develop the right relationships you will be overpaid for the rest of your career.” How true!

We need to see “Relationship Selling” as what I originally described it as being: a form of business friendship. We should become the business equivalent of a good friend to our clients. When we seek to serve them in that way we will find that every year our sales will grow without us having to increase our sales efforts. We will build on each sale to expand our network of high-value relationships.

Please let me know anytime I can be helpful in your sales efforts. Jim Cathcart

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Relationship Assets, Relationship Intelligence Training, relationship selling

A very cool way to read my e-books “Yudu”

by Jim Cathcart

I’ve discovered a very innovative tool for displaying an e-book so that you can adjust the size of the page, turn pages by clicking the corner of the page and see the whole book easily. Two of my e-books have been converted to this format in the past fifteen minutes!
Here are the links so that you can see them.

Getting the Sale e-book
Getting the Sale

Introduction to Relationship Selling e-book by Jim Cathcart “>Introduction to Relationship Selling

Note: these sell for $9.95 on my website but you can view them here for free to see the value they hold. I’m very excited about this format and would love to hear your feedback on it.
I’ll also post the link to Yudu.com so that you can check it out for yourself. (Their service is free.)

Yudu.com website.

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Filed under Books by Jim Cathcart, High-Value Relationships, Relationship Assets, relationship selling

Social Networks and High Value Relationships

by Jim Cathcart
copyright 2008

Another day, another new social network.
It’s like the 1990s when the “dot com” businesses were being created by-the-hour, resulting in what we later called “the tech boom.” So, with all these options: LinkedIn, Facebook, MySpace, YouTube, SynergyStreet, Plaxo, Naymz, etc., what’s a person to do? How do we know whether to sign up and fill out a profile? Will it just be a diversion and a waste of otherwise valuable time?

Personally, I’m signed up and “profiled” with several of them. I don’t know which one will truly pay off but I do know this; the online traffic is shifting right now from simple emails and traditional websites to Social Networks and Blogs.

Here’s why: Accessibility and Trustworthiness.
We want two main things from our online resources; 1. the ability to use them easily without extra cost or special training and 2. to be able to trust them not to spam us or infect our computers with viruses.
Social Networks offer both of these. So do Blogs. Let’s address them one at a time.

Social Networks
These wonderful communities allow us to choose who we connect with and at the same time they provide most of the capabilities we had through our websites and Outlook email. We can share photos, tell stories in our posts, communicate with our “base” of friends easily, monitor what’s up with those in our network and more. We can tell the whole family and extended family our news with only a few clicks. And we can do this via anyone’s computer or PDA. Many cell phones offer us the same ability.
No longer must we send lengthy letters or newsletters. Now we can simply post the news, add the links we want and attach the items we wish to share. What a miraculous invention!

But which network should you use?
I’d say use the one(s) that get the job done for you. Don’t worry about being exclusive for now. Just dive in, with appropriate caution, and start communicating. See and be seen. Get “out and about” so that others can easily connect with you.
If you are concerned about having to check multiple sources each day, don’t. Just sign up for the automatic notifications via email and watch your Outlook in-box. When someone posts a message to you , you’ll get an email.

The reason I suggest you get involved so fully is this; connections lead to collections. You’ve got to circulate to percolate. If you ain’t in it, you can’t win it. Get my point?
High-Value Relationships usually start out as low value relationships. They only gain value as others begin to see more value to them by staying connected with you. We used to describe a person who knew lots of others as someone who was “well connected.” Today that is even more true.
Part of your Equity in the marketplace is determined by the number of people who trust you.

Knowledge is no longer Power
Knowledge is and will always be valuable, but Power has moved. It has moved from Knowledge to Trust. In any situation, the person who is most trusted by others is the person with the most power. In Social Networks you are able to build your connections, strengthen your reputation, and expand the number of people who feel comfortable communicating with you. You can begin by simply communicating and exploring, then when appropriate, contribute something you feel they will value. Before long you will be known and trusted. Soon after, you will find people seeking your advice, input and recommendations.

Build Trust before you need it
By cultivating these relationships you will be accumulating a relationship “bank account” from which you can make withdrawals (asking for something) later on. At first though, you will need to make plenty of “deposits” by seeking ways to share useful information, offer encouragement, and take an interest in others. Get known and liked in the “neighborhood” by being a good neighbor and friend.

Blogs are the new Websites
What makes a web-log (Blog) so desirable is its ease of use. We’ve always wanted our websites to do more than most of them do and with Blogs we have it. We can make edits on impulse, make changes and additions without relearning code, and get picked up by Search Engines easily. Blogs have become the non-techie’s website of preference. I find I’m even favoring my Blogs over my website when I want to communicate something to the marketplace.

The drawback is that far too many people are creating Blogs. There is much useless information on the web now and it is growing daily. But your friends and followers can avoid the “noise” by simply subscribing to your Blog via a RSS feed. Most Blog services offer this feature for free, and most Blogs are free as well. Blogger and WordPress plus many others offer you the ability to create a Blog at no cost and be up and running within an hour or less. Explore this Blog (the one you are reading right now) and see how much functionality it has. This is a WordPress Blog and its features are impressive. For free! Nice.

If I were starting my online presence today I’d skip the website and go straight to the Blog. Though my website (Cathcart.com) is highly capable and offers video clips, articles, links, and fancy formatting…so does my Blog. And on the Blog I don’t have to call my webmaster to get things edited. It is simple enough to do it myself.
For expertise in whether to Blog, how to Blog and what not to do, seek out Ted Demopoulos and read his books on Blogging for Business. Be sure to get a copy of his booklet titled “Secrets of Successful Blogging.” It’s a quick and easy read with loads of tips and insights.

The folks who subscribe to your Blog’s RSS feed are the base of your own network of High-Value Relationships. When you make it easy for them to communicate with you, learn from you and determine whether they can trust you, you also remove their barriers to buying. People do business with the people they like and the people they trust. Become one through Blogging and Social Networking.
And, please, stay in touch through your comments, recommendations and emails.
See you on the internet!
Jim

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Filed under High-Value Relationships, Inner Circles, Relationship Assets, Relationship Intelligence Training