Playing The Long Game With Your Dream Client
The first time through a real buying process, a lot of big businesses choose other large companies as their partners. Here's how to win them over in the long run. Continue Reading
Archive for February, 2016
Phone First. Email Second.
Phone first, followed by an email.
It's a mistake to send an email when you should make a phone call. Email is easily ignored. Especially a self-oriented email that supposes that your dream client wants to learn all about your company and your…
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How To Beat Your Larger Competitors
I grew up in a business that was much smaller than the major competitors with whom we battled for business. I learned to sell by competing with competitors with revenue thousands of times greater than my company for the largest prospects in my…
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Competing With Good Enough
You have the more expensive solution. Your competitors sell what you sell, but at a lower price. But you have the superior offer. The way you compete with “good enough,” is to make it “not good enough.”
Justifying the Delta
To compete with…
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What Is and Is Not Urgent
It is unlikely that the message in the last email you read was urgent. Only a tiny percentage of your email requires your immediate attention. Most are not urgent, and many are not even important.
It is even less likely that the last web page you…
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You Created the Circumstances
Things that created the current circumstances:
- Complacency creates dissatisfaction. The longer you are complacent, the greater the likelihood that your clients or customers become dissatisfied. The dissatisfaction did not spring up out of…
Violating My Own Beliefs About Price
I am writing this from the backseat of a car as my driver takes me to the airport. When I booked this trip, I looked at a couple of choices of companies to provide transportation from the airport to the hotel. It is a one hour trip from the…
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A Focus On the Wrong Product
It's easy to talk about your own product (or service or solution) when you sell. You are a true believer in your product and your company. You are well versed in your product's features, benefits, and advantages.
The product your prospective…
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Wary of the Halo Effect
The halo effect: the propensity to believe that even a successful person’s negative behaviors are worth modeling and that the successful person succeeded because of these negative behaviors and not in spite of them.
The words above are my…
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Act Sooner
Acting sooner is better than acting later.
Begin nurturing your dream clients sooner. The longer you wait to engage with your very best (even if they're your coldest prospective customers) the longer it will take you to win their business. Start…
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