Drew Stevens

Cold Calling Killers

I like you am frequently bombarded with cold calls and find them not only intrusive but also unprofessional. Those familiar with my columns know that although I have 31 years of sales experience I never have nor ever will believe in cold calling. This...

What’s Killing Your Practice

I was in my office conducting a coaching session when I heard my wife in the other room engaged in an argument. Once completed, I asked her whom she was mad with and why. She informed me that in the recent four months our...

How to Keep Patients For A Long Time

Over time I have found the easiest way to be successful with patient expectations is to think about patient service from start. Every practice needs to consider the importance of patient service as the basis of its operation. In order to do so I...

How to Ease Patient Stress

During a recent examination one of my physicians began to diagnose my issue and began to speak in either Aramaic or some such hieroglyphic. This reminded me of working many years ago Wall Street while selling technology; there were more acronyms used than people...

Taking Aim on Telemarketing

There is apparently a new law that is taking effect for consumers that receive droves of robo calls from telemarketers. Instituted from a case involving Mims v. Arrow Financial Services, the new consumer protection prohibits, "using an automatic dialing machine to call a person's...

Waiting Room Wonders

I am always amazed by physician waiting rooms and how they alter from practice to practice. Recently while visiting with one physician I arrived to a rather large waiting room almost 30 x 20 with three coaches and numerous chairs. As I approached I...

Front Desk Follies

I recall a time when Bree handled the front desk for a very prominent physician. Bree was a very nice young women but rather introverted. I am fairly gregarious and each time I saw her I greeted her warmly. However she did not reciprocate....

Tips for Stopping Sales Failure

It is unbelievable that so many people think that they can sell. Selling like any other profession requires tenacity, patience and professionalism. Suggesting that anyone can sell is similar to saying anyone can be a surgeon, fly a plane or become an Olympic champion. Everyone...

Successful Networking

Listen, you can go to all of the networking meetings under the sun and collect hundreds of business cards while you're at it but if you're not hanging out with people you can do business with, you might make some new friends, you won't...

Business Nightmares! January 2012

It was reported during the recent Christmas season that Best Buy who took orders during Black Friday was telling consumers that they were not able to fill certain orders and were thus cancelling them. No wonder was it was recently announced they are falling...

Talent Management Trends in 2012

The devastating impact of the recession is hopefully nearing and end and as it does changes begin to take precedent. During every recessionary period there are changes in politics, economics, technology and even demographics. Yet many do not often speak of the changes in...

What to Watch for in Marketing 2012

Consumer behavior, customer loyalty and brand have become iconic buzzwords during this millennium. If the next 11 years are as innovative and fast paced as the first 11 we are in for incredible changes.Yet as we enter the 12th year of the millennium and...

What to Watch for in Customer Service in 2012

As the end ends it is time to think about ramping up for the 2012 year. With the numerous uncontrollable factors of politics, economics and technology many firms have fallen away from customer service efforts. As expressed many times in these blogs, unless the...

What to Watch for in Sales in 2012

It seems like yesterday most sales professionals and sales managers were planning goals and speculating on the year. All might have predicted, perhaps hoped for a vast improved economy. Many are still praying. Clearly our business landscape has been altered by numerous factors but those...

What to Watch For in 2012

The end of the year is coming to a rapid close. It seems like yesterday we were sipping beer by the pool and thinking about suntans and now the thoughts turn to ending the year on balance while attacking the emerging trends of next...

How to Create a Year End Sales Blitz

For you and many others the year has been very difficult. Between the lack of spending form clients and the rhetoric of Capital Hill many cannot wait until the end of the year. But can you? Just yesterday Kathy called me crying that revenues were...

What Do Brands, Service, and Social Media Have in Common?

With over 750 million people on Facebook and another 135 million people on linkedin it is always surprising to see how easy it is to talk about bad customer service. What's unfortunate is that United States business today is made up of mostly service-oriented...

Memories: Are you Making Them With Clients?

Did you ever wonder why the phone does not ring? Do you ever panic when prospective individuals ask you what you do and your struggle with your delivery? There are reasons why many struggle with what to say to prospective clients: They are uncertain what...

5 Ways to Close Business Before Year End

Many individuals are concerned about closing business before year-end. I find that whether a consultant, a soloprenuer or a retail establishment it comes down to five factors. In order to get business you need to ensure that others are aware of your services, talents and...

Failure Is An Option

John C. Maxwell once stated. "A man must be big enough to admit his mistakes, smart enough to profit from them, and strong enough to correct them." When we talk about Leadership, Taking Ownership is the most essential quality of any leader. Most of...

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