When I started selling professional services the process was simple. Find where your ideal customers gathered. Go to that place and meet them. Follow up after the meeting to meet 1-2-1 for “coffee” Determine if they had a need and if there was a “fit” Schedule a diagnostic meeting (e.g. actual sales call) Close. That…
One of the most common representations of the sales process is a funnel. We don’t expect all of the prospects that go into the top of this so-called funnel to turn into sales. In fact, a good sales process has a systematic way to determine early on which prospects will likely to convert into sales…
In the early days of your business, you probably had the time and motivation to get to know every customer personally. You didn’t just provide exceptional customer service, you “connected” with your customers in a way only small businesses can. But as the head of a growing business, you can’t do it all anymore. Now…
When you get new customers, do you know what happens to them? Are they thrown into a sea of impolite customer service representatives and employees? Are they getting the high-quality product or service you promised them? New sales are but a small part of a successful business. While new customers are important, actually critical, to every business, properly managing and…