Documenting Business Policies and Procedures

1
Client Relations Taking Client Calls
Understanding HR Manager Sales
Opportunities February 27, 2008 Butch Hite
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About the Presenter

• Butch Hite, CPP
• President of Securitech, Inc. (Founded 1987)
• President of Apartment Prescreening of Tucson
  (Founded 1993)
• Former President of ProGuard Security Services,
  Inc.
• Past Chairman Chapter 126 ASIS
• Certified Protection Professional
• Founding Member of NAPBS

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Disclaimer

• Dewey, Cheatem Howe

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Overview

• Four Steps to Success
• Prospecting for New Business
• Working with New Clients
• Developing and Maintaining Clients
• Perpetuating Your Business

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Whats important when clients choose their
vendors?

• Sales persons competence 39
• Total solution 22
• Quality of Offering 21
• Price 18
• Howard Stevens, Achieve Sales Excellence, 2007
  Platinum Press

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Prospecting For New Business

• Choose an industry group
• Research that group
• Develop industry-specific product
• Work towards face-to-face contact
• Dont Oversell
• Tailor a package to meet their needs

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Working with New Clients

• Hand-off
• Honeymoon
• Be the expert

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Developing and Maintaining Clients

• Regular contact
• Relationships
• Networking
• Become invaluable
• Customer service

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Customer Service

• Designated contact person
• Return calls in a timely manner
• Knowledgeable staff
• Availability of information
• Diverse personalities
• Dealing with irate clients

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Perpetuating Your Business

• Referrals
• Ask for new business

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Summary

• Four Steps to Success
• Prospecting for New Business
• Working with New Clients
• Developing and Maintaining Clients
• Perpetuating Your Business

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Questions
13
Client Relations Taking Client Calls
Understanding HR Manager Sales
Opportunities February 27, 2008 Butch Hite