Are you a B2B Business Owner, Consultant or Software Developer? Is your time is constantly being chewed up by client enquiries that lead nowhere? Maybe you’re looking to streamline your meeting process and close more calls, but you don’t know how without sounding like one of those pushy salespeople. There’s a process to follow …
...What comes first? Leads or sales? This is not a trick question. It’s not a chicken and egg question either! If you sell a complex product or service, that’s not driven by impulse, that requires a bit of thought and consideration before an agreement is reached… leads always come before sales. Get 24 lead generation strategies for B2B.
...That hot prospect finally sets aside some time to speak with you about the products and services you offer. Yes! This is your chance to demonstrate how you can help them overcome their problems and achieve their goals. So, do you sit back and chill? Or do you decide to do your darndest to make sure your upcoming meeting is the best prospect meeting, like, ever! The latter? Great!
...If you are selling a complex service or a big ticket product, every new client relationship will require multiple points of engagement. This has always been the case and it’s unlikely to change. How many ‘touches’ are required in your industry?A reliable baseline is seven. It might take less points of engagement or many more (to get that all important ‘commitment’, when a booking order is signed or a payment is made).
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