Posts Tagged ‘lead generation’
Choose your Clients
Your Ideal Client – as we determined in last week’s post – needs exactly the solution you provide. (Their need matches your service). That post covers half of the matter… ok, maybe ¾ of it… the point is: it focuses only on the client. But let’s face it: you have to serve the client. You…
Read MoreObjections Make Good Questions
I have said it before and will say it again: Objections, in sales, are an opportunity for a conversation. When a prospect raises an objection, she is telling you something about what she needs. And that is an opportunity to ask more questions and continue the conversation. The Objection Conversation In a previous post I…
Read MoreEducational Sales
“What should I do with this email list?” Not an uncommon question, and there are numerous strategies and tactics you can employ to make the most of your email list. But before you design your cadence, you must determine your governing strategy, which is more about your business than it is about your email list.…
Read MoreB2B Sales – Selling to Enterprise
A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…
Read MoreMake It Easy To Buy From You
You’ve been reading this blog for a while, and have by now determined your market position and messaging. People know who you are, and they know both what you do and what’s in it for them. Now what? Do these people know what to do next? Do they know how to hire you? If you…
Read MoreProduct Competition vs Replacement Competition
Identifying competitors is not as simple as it seems. As I introduced in last week’s post: there are many reasons why a prospect may choose not to buy, and each of these is a form of competition. Another product that does the exact same thing may seem to be the same as a replacement, but…
Read MoreEvolution of Sales Conversations
There are as many ways to describe “Sales Eras” as there are sales people. A quick search will reveal sales stages and methods like manipulative versus consultative, push versus pull, barrier selling, relationship selling, transactional selling and much more. In my work I keep a focus on selling as being all about buying, and as…
Read MoreBuying Triggers
Have you every asked yourself why your new clients buy from you? I don’t mean from you specifically, I mean what has prompted them to buy at all? In almost all cases, buying something is a burden. It is an interruption of one’s productivity, work or leisure time. Before a prospect even has a chance…
Read MoreTactical Networking
A mid-week post for a slightly different topic. Most of what I discuss in this blog is strategic, and of course networking is no different. Let’s pause momentarily, however, and consider networking tactically. Why Network Because if people do not know you exist, then they can not hire you, promote you, refer you, or even…
Read MoreThe Buyer’s Pyramid
What makes a buyer ready to buy? How severe is a pain before the buyer will depart with funds to acquire your product or service? As I have said before: status quo should be on your list of competitors. Sometimes the alternative is more daunting than whatever system is in place at the moment, and the…
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