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[2003-12-29] Alternatives to Handling Responses to Marketing Programs In-House
You are up to your ears in responses from your marketing communications programs. You and your staff are overloaded, budgets are due and the major trade show in your industry is right around the corner. You can't seem to find the time to manage the inquiries or sales leads as well as you know you should. Is there an alternative to handling them in-house?
[2003-12-29] How to Profit From Networking
Sales are frequently developed through the relationships we have created with other people. Networking functions provide the opportunity to expand our contact list, particularly when we create and nurture quality relationships. It is not enough to visit a networking group, talk to dozens of people and gather as many business cards possible. However, every networking function has tremendous potential for new business leads. Follow these five strategies to make networking profitable:
[2003-12-29] Facilitating Your Prospect's Discovery Process
Our job is to help our clients find their best answers. We work hard at understanding what they need, what will solve the problem. We study the problem and all of its ramifications, call a colleague or two to discuss it fully, and come up with a solution that we think will fix the problem. We understand it's our job to offer the support and information that will lead the customer to his/her best solution.
[2003-12-04] Closing the Sale With Tie-Downs
No matter how much time you spend with a client it will all be wasted if you don't close the sale. Many people start off with a great presentation, but somewhere they lose the client. They will call you, they will let you know, they have to think about it, but it all adds up to a potential loss.
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