Is Your Customer Acquisition and Sales Process Reactive or Proactive?
Reactive systems are fine when they send you a steady flow of new and repeat customers but they are unreliable and frequently fail.
Proactive customer acquisition and sales processes are reliable, predictable and mean you get less stressed about hitting our targets.
The system I prefer is called FLOW, which stand s for:
I’ve added a new menu item this month. You can now get my free advice and recommendations on a your marketing and business development work.
I’m planning on this becoming a permanent feature on the site.
Here’s the deal.
As a special bonus for visiting this site you can ask for my thoughts and/or recommendations on a piece of marketing collateral or a business development tactic each month. This is totally free with no strings.
It could be a Facebook ad, sales letter, web page, email, business proposal, or anything else that you need to get an objective view on.
Competitive Tenders Are a Fact of Life That Few of Us Enjoy ….. or Win All The Time .
I’m sure you have your share of competitive tender stories. You know, where you wrote a great bid, made a great presentation but failed to get the work. I hear stories like this every week.
Well sadly, the quality of your bid has little to do with winning the work. Yes, I know that those that set the tender criteria have marks sheets. I know that the process is meant to be objective. I know all these things. BUT …
In an age where MOOCs are popular and most training can be found as “modules” on YouTube it is easier than ever to “self-educate”. So why do we need to pay full cost for courses.
For example I recently had a choice about how to learn a new piece of software. It was a £900 course and a night way in a hotel .. OR .. a day looking at videos on YouTube, putting what I learned in to practice and then moving on to the next piece of learning.
I went for the YouTube approach.
Why? Continue reading
Why, How? What?
Three questions that are often posed. But your customers only buy in to one of these questions. Continue reading