Small changes can have an enormous impact on results. | BUSINESS GROWTH COACHING

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BUSINESS GROWTH COACHING

Small changes can have an enormous impact on results.

Brett McBurnie

I am always amazed by how making small changes to a presentation can give great results.

You probably have a presentation that you have worked with for a while, and it is getting you what you want. No need to change it right? Well, if you are not closing every sale you attempt to make, perhaps you should reconsider?

Debbie did just that. She worked for a small moving firm and competed head to head with firms that were much bigger and had very good reputations. She was looking for some way to put her on an even keel with the buyers in the office moving market.

She decided to make a small change.

The firm had been around for 35 years and had moved many offices and done a good job. By making a list of all of the firm’s customers and being able to show it to the buyers, she suddenly had a prop which made her look like the bigger people she was competing against. The buyers could see from this list that her firm had the experience and skill to move other similar firms, and suddenly she became a contender. Her closing ratio went up.

I can hear the howls now from owners who are saying that they do not want to expose their customers to the competition. I will say, it depends on how you do it, and you will not be in violation of privacy laws either, depending on how you do it.

It worked for Debbie, and it can work for you.

Small changes can have an enormous impact on results.

Brett McBurnie
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Brett McBurnie

Brett McBurnie comes to coaching from a diverse and unique background. Born in Toronto in 1951, he attended school in East York and eventually went on to study Classical Studies (Greek and Latin); at the University of Toronto , with the purpose in mind of pursuing a general but well rounded education.

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