“This was the most in depth consultative sell we’ve ever done. It set us apart from our competition and earned us the right to do business with a lot of local businesses. Even those that didn’t participate in the program are likely to become our clients in some capacity by the end of the year. As a result of this program we are going to use a more consultative sell as part of our regular business. This process has made us a better sales team. This is a wonderful program for driving new and incremental money from local clients. We offered them a total marketing strategy and gave them real solutions to the problems they are facing during a down economy. We took about $300,000 in business right off the table before our competition had any idea what just happened. The value of that right now is huge. We found that bringing in an outside consultant to help our clients take a hard look at their business was well received in this economy. Many companies are spending a lot of money with people to get big ideas. We brought them big ideas at no charge. Even if they didn’t buy, not one client told us that this process was a waste of their time. They all appreciated us spending so much time thinking about their business. We had a number of businesses sign up right away at the end of the presentation. We got their buy in every step of the way, so there were very few objections at the point of close. It became something of a no brainer for them.” Shelley Nazarenko Local Sales Manager ABC Columbia Columbia, South Carolina USA