Don’t be too quick to hop on your sales cycle and pedal over to meet with that “hot prospect.” Understanding the consumer buying process will save you time and energy.
Determining exactly where people are in the buying cycle can save you a lot of frustration and grief. It makes no sense to dress yourself in the appropriate business attire, then drive clear across town (or to an entirely different town) to meet with someone who’s merely “interested.” Ideally, you’ll want to meet with those who are in the “desire” or “action” stage of the buying process. But how can you tell?
According to the National Bureau of Economic Research, what’s been labeled “The Great Recession” officially ended in June 2009—at least in the U.S. Unfortunately, a lot of your clients and prospects may have missed that memo. To many, the recovery still feels like a recession.
Still struggling to sell your services? Clients telling you that your price is too high? Here’s everything you need to know to overcome price objections.
Is $500 a lot of money? You can’t answer that outside the context of what you’re getting in return, can you? As a freelancer or business person trying to sell your services, you must put your price into its proper context. If you don’t, your prospects will.
Proposal-writing is a common practice in many industries, but is it possible that you might never have to write another one to win business?
Imagine instead a world where you didn’t have to write a proposal to close a deal. What if you could close the deal on a verbal agreement, and then write up a proposal to finalize it?
Suppose the proposal merely documented everything you and the prospect agreed upon during your initial meeting and, by signing it, you were hired?
Sometimes, “selling” is a dirty word to the those of us in the professional services industry, and we do everything we can to avoid appearing like that’s what we’re doing.
… I would do anything to avoid directly asking for the sale—especially if it meant I had to quote a price. Instead, I took the softer, gentler approach and buried the cost somewhere on page nine of my 10-page proposal. But after a few years, I began to grow weary of the “prepare a proposal and hope” strategy.
Like it or not, you’ve already branded yourself in the minds of your customers. That can be a good thing or a bad thing…
When we think about commercial brands, we tend to think of a name, logo, or slogan … anything that is used to identify and distinguish a specific product, service, or business. But on a more basic level, a brand is an identification mark … like when a rancher or farmer uses a branding iron to mark an animal to indicate ownership. A mark can also be a symbol of disgrace or infamy …
Sometimes that “client from hell” is of our own making. Here’s two things you can do to prevent miscommunication and misunderstandings.
If prospects are the honeymoon, then clients are the marriage. And wherever fallible human beings are involved, assumptions and misunderstandings are sure to follow. So how do you prevent the relationship, much less the design, from going “straight to hell”?
Do higher prices mean less business? Or can increasing your rates actually bring in more business?
Last week, I explored the idea that raising prices can actually increase business. To many business owners, this is counter-intuitive. Most believe higher prices means less people will do business with them. But is that really the case? Some people have too much business because they charge too little. Others don’t have enough for the exact same reason.
Do you have more business than you can handle? If so, is that a good thing? Here’s how to keep from being overwhelmed by too many customers.
“I already have more business than I can handle” is one of the most common blow-offs you’ll hear when prospecting. The trouble is discerning if it’s really a blow-off or whether it’s true. Some businesses do have more business than they can handle. But why?
Is sole proprietor or sole trader the best business entity when first starting out? When should you consider incorporating, if ever?
Everyone who starts a business is faced with the challenge of deciding what type of business entity to be. Most default to sole proprietor or sole trader. But is that always the best option? When my partners and I set up shop, I talked extensively to my accountant and did my research. Here’s what we found out.
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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer.
I get excited about geek stuff. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.
That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.