ENGAGING WITH MY CLIENTS
I like to follow the rule of Stephen Covey, who in his book “Seven Habits of Highly Effective People” said: “seek to understand before wanting to be understood.”
My efforts at Targeting Sales Growth begins with the need to understand and thoroughly know the business of my clients so that I can fully develop recommendations that lead to customer acquisition and revenue growth.
My support follows this process:
My passion is to help my clients through each step in this process so they exceed their revenue growth objectives as they expand their business.
My efforts at Targeting Sales Growth begins with the need to understand and thoroughly know the business of my clients so that I can fully develop recommendations that lead to customer acquisition and revenue growth.
My support follows this process:
- Understand your company, your market, your clients and your competitors.
- Meet with the management team to understand your services, your successes and challenges and your short term and longer term goals.
- Convey to management that I work for you. Any recommendations that I make need to be approved by you, with a commitment to work with me to successfully implement our plan.
- Understand how your products/services impact your clients and enhance productivity of their businesses.
- Identify with management how your unique value to key clients can be replicated in a new target market.
- Determine the revenue opportunity and market/sales costs to connect with target prospects.
- Identify the companies that could be new clients.
- Understand the resources and skills/staff needed to effectively support our plan to actively engage target prospects.
- With your management team, develop a unique message to each target company that answers the question: “why would this company want to talk with us?”
- Create a Statement of Work that describes what I am to accomplish; how I will do; and the resources that I need from your management.
- Identify key decision makers and a sales strategy to effectively reach them
- Develop a personalized presentation that conveys that you know your prospect’s business and clearly describe how you will help them.
- This process is flexible and will be customized, depending on your needs and objectives.
My passion is to help my clients through each step in this process so they exceed their revenue growth objectives as they expand their business.