This isn't a piece about how to land your next client. The truth of the matter is, I don't know what you should do to land your next client. I can tell you what I've done, but that may not work for you. I can tell you about a sales process that works, and it just so happens to look a lot like my marriage. It's not perfect, but it works. Surely, you’ve developed a significant … [Read more...]
Make “YES” the First Word Clients Say, Not the Last
Guest post by Marhnelle Hibbard (learn more about the author at the end of the article): Approach a prospect or even a former client with a new offering you’re selling, and chances are the first word you’ll hear is “no” or some variation: “We aren’t in the market for that right now,” “We don’t have that in the budget,” “We’re fine with what we’re currently using.” It’s … [Read more...]
The Sale of the Century
As business owner’s our life blood is in making the sales, but the test in is receiving the payment. We need those payments, they are a measure of success for our business and for ourselves. But what happens when we don’t receive those payments? Here’s what I’ve learned about money from my business. Always have a plan B That old adage about counting your chickens before they … [Read more...]