“We don’t have any budget” is one of the classic objections that I am sure we have all experienced at some point in time. What separates successful from less successful business developers is how they respond to the objection. Too many end the conversation at this point and as a consequence miss out on the opportunity… Read more…
Addressing the ROI objection and measuring ROI
To successfully overcome any objection you first have to fully understand it. One common objection from clients and sponsors is: “It doesn’t provide enough Return on Investment (ROI) “ The mistake some people make on receiving this objection is to launch straight into a repeat of the key features and benefits that their proposal offers,… Read more…
Creating Value for Clients and Sponsors
If you want to increase your chances of retaining your partners and clients I highly recommend you focus on helping them to derive value from what you have sold them. Too many people sign partnership agreements, purchase software, take stands at exhibitions, then don’t make the most of the opportunity and complain when they don’t… Read more…
One contact is too much risk
If you have only one contact in a client or partner organisation you are carrying far too much risk. If your contact leaves and the person replacing them does not share the same enthusiasm for your organisation, service or cause, you may have a problem in retaining that client or partner. This problem presents an… Read more…
Pricing – too little focus can hurt your wallet
Is too little time spent on your pricing strategy affecting your ability to attract business? A recent client story prompted this article. The client spent a significant amount of time developing and preparing a marketing opportunity to take to market. All was looking good until it was quite evident from the feedback from the marketplace… Read more…
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