Client Communications

All things client communications.

Finding the Elusive Customer in COVID Times: Chill with Bill Episode 3 Insider Replay

To date, this was our most well-attended Chill event! No wonder since not only was the Sales Topic presentation on creative ideas for finding the elusive customer, Bill interviewed two salespeople who describe the overwhelming response they received to their own creative efforts. Also available as an audio podcast.

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Finding the Elusive Customer: Chill with Bill Episode 3

January 22, 2021 | Bill Farquharson In this Chill with Bill episode, Bill talks about creative ways to reach customers in COVID times. This episode includes two great interviews: Amanda Bronowski and Michael Canino.

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How to Overcome the ‘Price’ Objection: Chill with Bill Episode 2 Insider Replay

This Chill event was a smorgasbord of ideas and solutions for Vault Member sales challenges. Bill talks about distractors, how to stay on task, and then gives a Sales Topic presentation on how to overcome the price objection. Also available as an audio podcast. Funny AND Effective Prospecting Letter [pdf] The best and funniest prospecting …

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Oh, Fudge

If one’s movie preferences are measured by the number of times we’ve viewed it, then My Cousin Vinny is in my top 10. When I first saw it, I remember commenting how the prolific foul language used just seemed to fit. My movie companion, someone who rarely swears, replied, “Was there a lot? I didn’t …

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COVID-19 Customer Hide and Seek

This column first appeared in Printing Impressions November 2020 © Bill Farquharson At some point this past spring, the game began. The Center for Disease Control counted to 10 and everyone scattered. Kids came home from school and went to their room. Visitors went back where they belong. City-dwellers became country folk.And clients left their …

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The 90% Rule

This column first appeared in Printing Impressions September 2020 © Bill Farquharson Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the …

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Same Sales Calls. Different Results?

This column first appeared in Printing Impressions May 2020 © Bill Farquharson There is a scene in the movie, Good Will Hunting, where its stars and co-writers Ben Affleck and Matt Damon are in a bar frequented by Harvard students. Affleck takes a run at starting a conversation with a young co-ed but his efforts …

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