We all wish this would happen quickly. However, many times the customer perceives risk in change. Some thoughts on how to make the decision to change more comfortable for the customer… Understand impact of change on customer Depending on the size and complexity of your prospective customer, changing partners can have wide ranging impact. Sampling […]
Tag: #increasesales
Challenging getting to executives at your client?
Sometimes executives at client organizations are elusive. They filter who they choose to spend time with. The question for you is…who can help you connect and how do you manage that relationship? Do not steamroll Administrative Support Whether the executives at your client are working in person or remote, they likely have someone helping them […]
Brief Video – Want more success with prospecting?
How you prepare is a HUGE factor…watch this 53 second video for more! Feel free to contact me directly for ideas and/or help on this or other topics! Sign up as a subscriber for exclusive weekly emails with additional ideas on my home page (just scroll down)!
Why testimonials are more important than ever
Think about how often you use social media to see what other people have said about home exercise equipment you are checking out, curbside take-out at a local restaurant or organizations that are accepting donations. Why are we seeking input from others? We want to save time in our search, reduce our risk of making […]
How a sense of urgency NOW with customers can grow your business
Customers are trying to finish 2020 in the best shape possible and are planning for 2021. They are likely working on 2nd drafts of plans for 2021 and are beginning to make decisions about priorities…meaning, what projects will get funded and who they spend with. Assuming 2020 has been challenging for them, they are “crazy […]
Do you know where your leads are?
How easily can you/your company answer the following questions: How are your leads qualified? How are your leads tracked? This is challenging particularly in smaller organizations. Here is a story from a close friend of mine who runs a manufacturing company in CT that illustrates this challenge. New opportunity, easy to close and it got […]
How do you react when the customer says “No”?
The first question in your mind should be “what do I need to learn” and/or “what am I missing”. This, many times, will reveal what you need to find out about key areas including: Timeline and Timing Funding Decision Process Timeline and Timing Customers usually have a timeline in mind…when they want to the solution […]
Ramp up your pipeline quickly – brainstorm with a mentor!
Sometimes ideas for new opportunities to pursue are easier to identify than you might think… How to identify new opportunities quickly and get an action plan in place Contact someone who can act as a mentor Create a grid with customers listed on one axis and product and/or services your company offers listed on the […]
Building trust with customers
A former co-worker of mine at Hewlett Packard Enterprise has a great way of thinking about the process of building trust with customers. Progressing from a first meeting to a customer buying from you usually requires time, patience, persistence and planning. Read below! Meet Me Hopefully the first time you meet a prospective customer it […]
How easy are you to buy from?
Consider how much disruption you have been dealing with over the past several months. Your customers are doing the same. Customers have less time to consider options much less make decisions. They want convenience more than ever before. While maintaining a robust pipeline may be challenging now, demand for what you offer will return. Customers […]