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Don’t You Dare Blame the Economy! When we find ourselves in hard economic times, many hotels go into panic mode, which often exacerbates the problem. To be successful in today’s economy, true winners focus on the basics. They understand who their ideal guest is and then focus their selling efforts like a laser beam on that market. Rather than scrambling for anything that looks like a room night, they stay calm and collected and work steadily to serve their “sweet spot” market better than anyone else. Success often comes from being a contrarian. While most of your competition is hunkering down to weather the storm, this is the time to charge forward; gaining new customers and increasing market share. You will also be poised to maximize on your efforts when the economy turns around (and it WILL turn around). This program presents Five Strategies of F.O.C.U.S. that will guarantee you to maximize a property’s potential, even in hard economic times. Know the demographics of your best customers and market with a laser sharp focus to others who look just like them. We all have customers who just seem to fit. They are usually the most profitable and least problematic. These are the people we want to focus on with our increased marketing effort. This is not to say we won’t take others who come our way, but simply that our marketing effort and dollars go to attract these “sweet spot” customers. Many industries, such as health care, are very resistant to recession. Identify the businesses in your market that are still prospering and launch a consistent, methodical marketing campaign to gain their business. (Many of these businesses have been taken for granted by current providers and this is a great opportunity to show them you care). Concentrate your efforts Streamline your sales and marketing process (work smarter – not harder). Get out of commitments and associations that are not providing you a quantifiable ROI and pick one or two networking opportunities that are full of prospects. For example, rather than being on the membership committee of a local chamber of commerce, your time might be better used by actively participating in a local health care association that is the gathering spot for decision-makers in the industry. Maximizing your presence on the internet is also a must. Understand that the game has changed and that many decision makers have become gate-keepers. People that were once empowered to make buying decisions have had to relinquish that responsibility to the boss. We will discuss ways to keep your foot in the door with the new decision maker. Success breeds Success – ask for referrals from every single sale Ask for referrals every month and develop an external networking list for every one of your customers. This list is an effective tool to move throughout other departments in the organization as well as to other business relationships. You not only want to saturate ABC Corporation, but you want to reach their subsidiaries, clients, vendors, trade associations, etc. All too often we focus just on the customer in front of us without realizing that they are all connected to other possible customers as well. Don’t blame the economy for your lack of success. Learn how to effectively put these principles to work for you today and begin seeing results immediately. There are always winners and losers, and all an economic recession does is magnify the differences. You can choose to come through this economy stronger and more successful or you can come out of it battered and bruised. The choice is yours.
Taming the Tension One of the primary reasons we have conflict is because of our natural instinct to see just one side of an issue: our own. This simple but powerful program helps individuals and groups develop the understanding and empathy to work through tough interpersonal conflicts. This course is designed to spark a lasting change that speaks to not only the individual, but also to the group. It builds fundamental skills that are crucial for effective teamwork and communication. OBJECTIVES: This program is designed to help participants:
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** | What an energizing Sales and Marketing Seminar you presented for our Regional Meeting. You truly captured the necessity and purpose behind understanding the buying needs of today’s prospects. As always, your presentation was dynamic, informative, and entertaining. We look forward to scheduling more speaking engagements with you in the future. |
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Thanks to you for being there, being
organized, and being informative and well-prepared for keeping all of
us on our toes. I enjoyed your presentation and am looking forward to
implementing everything! |
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THANK YOU so much for your presentation on Understanding the Buying Needs of Prospects at this month’s Nashville Association of Sales Professionals meeting. The straightforward approach you used really seemed to connect with our membership. The real world examples and stories were great. Your presentation was engaging, interactive, funny, and the handout was a great take-home. Our mission at NASP is to raise the level of professionalism and promote integrity for all within our chosen profession. Your advice will definitely help many achieve a higher level of both. - Scott Metko |
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Being
Responsive to Customer Differences Objectives:
Maximizing
Your Strengths as a Manager
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Adventures in
Attitudes Adventures
in Attitudes will help you discover that you exist in a world
of your own making, and that what you get out of the world is entirely
up to you. Business owners have found that sending their
employees through the AIA workshop changes the workplace environment
and enhances the bottom line through increased customer satisfaction,
enhanced employee morale, a revived "team spirit" and reduced employee
turnover. "Adventures in Attitudes" is a registered trademark of Inscape Publishing.
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DiSC Based Workshops:![]() *Communication 1. Improving Communication (Full-Day) 2. Adapting to Different Styles (Half Day) 3. Communication Effectiveness (Three Two-Hour Sessions) *Conflict 1. Managing Conflict and Resistance (Full-Day) 2. Reducing Conflict (Full-Day) *Interpersonal 1. Using your strengths to your advantage (Full-Day) 2. Building Greater Self-Awareness (Half-Day) *Management 1. Maximizing Your Strengths as a Manager (Full-Day) 2. Recognizing and Removing Barriers to Performance (Full-Day) 3. Getting the Most From Your Key Contributors ((Half-Day) *Sales 1. Building a Sales Relationship (Full-Day) 2. Being Responsive to Customer Differences (Half-Day) *Team 1. Improving Team Effectiveness (Full-Day) 2. Improving Team Motivation (Half-Day) 3. Team effectiveness Series (Three Half-Day Sessions) |
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