Click for a printer-friendly version of this article September's Presentation Sponsored by the Contracting and Independent Consultants (CIC) SIG

by Sylvia Forbes

Build it and they will come...

On September 10, 2003, this was the main essence of the discussion led by our guest speaker Laurie Soper, president of 'Precise Communications', and her own company. Laurie's company helps other companies win BIG sales deals, just by getting the point across in plain language.

Laurie had just completed her first book entitled, "Red Wine and Popcorn -- Doing Business the Bohemian Way" and is awaiting publishing, hopefully before the end of the year.

The main idea behind the title of her book is basically her unconventional way of doing business in the 21st century!

Laurie is a firm believer in NOT doing things the old-fashioned way in order to get clients. She does not drum up business the traditional ways; she says NO to telemarketing, networking, lunches, schmoosing, golfing, websites, newspaper articles and so on. As a matter of fact, Laurie says, "Why break your neck when you don't have to?" Your next client will come.

So how does Laurie do it? She shows a whole lot of self-confidence, but is humble at the same time. She does a whole lot of listening and being sincere, (talk little-listen a lot). She also asks a whole lot of good meaningful probing questions and always gets the customer involved in the conversation.

Laurie likes to just drop in and hang around with her new and old clients. She says it is a very good way to get yourself the next client as well an opportunity to build good rapport with the existing one -- because you never know the source of your next job!

And there's always the next client.


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