In his book, “Sell From the Heart,” Harry Pappas Jr. says the best way to grow your business is by focusing on relationships with clients. “He who services better gets the gross,” he writes.
Positive, frequent interaction with clients is critical, so among other tips Pappas provides lists of tech tools you need to communicate, scripts for the assistant who answers your phone and schedules for seminar campaigns.
Throughout, Pappas emphasizes the value of establishing systems. Perhaps the most useful chapter details the elements of his “I CARE” client retention system.
If you are a regular reader of Pappas' column in this magazine, you may already recognize many of the ideas. “Sell From the Heart” costs $29.95 and is available by calling 561/883-5557.
