Blogs

Please find a range of blogs below:

Are you talking at only Level 6 to your prospects?

Discover: “The Six Levels of Communication”. For this one minute video on the 6 levels of communication, click here: http://www.berniedesouza.com/video-tip-7/default.aspx  Don’t sell features. Don’t sell benefits. Instead, base your sales presentation on your prospect’s most pressing problem.  Then you’ll have your prospect’s attention. You will probably have an idea of the problem. So, if you ask your prospect using these 3 magic words, they will definitely feel more comfortable about giving you... Read full article

"How Do I Handle Objections?"

How do I handle objections? What do I say when they want to think it over? Is there anything I can say if they don't believe me? Why are they sceptical? What can I say if they don't have any money? And the answer is: "Nothing." Have you ever won a political argument? Of course not. People's minds are already made up. It is the same with objections. You would need a really high level of skill to turn these objections around, and most professionals don't have this level of skill. But this isn't the problem. The... Read full article

There Are Two Types of Prospects – How Can You Tell the Difference?

Type 1: Those that look for reasons why something will work. Type 2: Those that look for reasons why something won't work. This is a great thing to say before you give a presentation. Your prospects will then want to look for reasons why your business will work for them. Ever since I decided to only coach or speak for organisations that were serious about putting into action the skills I teach, the results and referrals have been flooding in. We cannot help lazy people if we are in the coaching or advising business. So be... Read full article

Where is the best place to meet new Prospects?

People often ask me “Bernie……. Where is the best place to meet new prospects?” How does this sound? Go to places where people are spending money to improve themselves. Makes sense. So where would you find places like this? Here is a starter list. * Night school and continuing education classes. People are spending money to learn new skills to enhance their careers. * Health clubs. People are spending money to improve their bodies. * Investment lectures. Real estate seminars and stock-investing seminars come to mind. *... Read full article

How To Prepare For A Meeting With A New Prospect

Meeting a new prospect for the first time can be stressful, since you want to make a good first impression and assure your potential client that you have their best interests at heart. Sometimes nerves can get the better of you and you’re left looking nervous or unprofessional, which can cost you business. So how do you ensure that you can speak with confidence to new prospects? These simple tips will have you sounding like an expert presenter at your next meeting. 1. Prepare Properly If you do your homework, then you’ll know what you’re talking... Read full article

How To Meet High Net Value People At Networking Events

Would it be ok if I took a moment to talk to you about networking events? Many people see these kinds of events as a dreaded necessity of being in the industry, but people some see it as a chance to get new perspectives on the industry and increase their professional network. Meeting like-minded professionals is an important part of growing your business, and networking events can be a great chance to meet a lot of people quickly. It can all be a bit daunting though with so many people around. So how can you get the most of out of your next event? The following tips... Read full article

How To Raise Your Rates Without Losing Clients

Everybody knows that raising the rates you charge your clients can be intimidating. Will I lose clients? Will it affect me being able to attract new clients? Many people think that price is the most important factor when getting and retaining new clients, but some people know the true differentiator is value. If you can show your clients that you’re delivering tons of value to them, they’ll happily pay the fees you’re charging. The following tips will help you raise your rates without losing clients by providing greater value. 1. Schedule Regular... Read full article

How To Identify And Speak To Clients With Different Personality Types

As you know, every person on the planet is unique. People will react to the same information in very different ways which can make it difficult to know how to approach people on a professional basis. The good news is, that the majority of people in the world can be grouped into four broad categories, who tend to react to things similarly. This can make it easier to approach someone - but first you need to be able to identify which group your prospect fits into. The following is a quick and easy explanation which will help you identify the personality types you come... Read full article

How To Make Professional And Profitable Connections

Everybody knows that having a strong professional network around you can increase your chances of getting new clients. Working with a group of like minded professionals can give you more exposure and boost your referrals, while also ensuring your clients get the best service. I have some good news and some bad news. The bad news is, building your professional network can be time consuming and confusing. The good news is, with these simple tips you’ll be able to find the right people to connect with quickly, and get on with the task of growing your... Read full article

3 Creative Ways To Get More Clients

Everybody knows that the fastest way to grow your business is by growing your client base. There are times though, when your networks and traditional pathways aren’t bringing new clients through your front door. So what do you do? Get creative. Here are 3 creative ideas to help you bring in more clients and grow your business. 1. Provide Seminars For Students And Job Seekers We often focus only on those people who are qualified leads right now, and  sometimes ignore potential prospects who could make great clients at a later time. Students and job... Read full article

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