The Competitive Advantage
July 18, 2017
7 Ideas for Improving Your Follow-up Process
See if this sounds familiar… you attend a conference where you, once again, prove your ability as a networker. You meet a number of potential clients (a.k.a. “sales prospects”), have several solid conversations and collect a pocketful of business cards. All-in-all, not bad!
Then you return to the office and are diligent about sending out the “nice to meet you” emails as soon as you can. And then… crickets! No one responds or says they’re looking for a new vendor. At best, you get a few “nice to meet you, too” responses – but nothing more.
When that happens – and it always happens – what do you do?Continue Reading
May 23, 2017
Fact: Not every ‘sales lead’ becomes a client.
But every client was – at one time – a sales lead. Can’t happen any other way! Sales leads are the lifeblood of growth for every MR organization. Generating (and qualifying) them should be a top-priority strategy for everyone involved in sales and marketing at your firm.
There are numerous ways to generate sales leads, but the two most effective ones in our industry are:
- Gated content
- Conference participation
March 8, 2016
There are a bunch of conferences in our industry – TMRE, ESOMAR, Quirk’s, CASRO, MRA and more… not to mention all of the industry-specific ones. And even when you’re attending for just the education (not exhibiting… not sponsoring), networking at a conference can still be a remarkable marketing & sales opportunity for you and your firm.
As you get ready to attend your next event, consider these ideas to maximize your time there…Continue Reading
November 4, 2014
I took a road trip to Atlanta last week… to make a few sales calls and spend some time with two of my remote employees. I also met with a couple of industry contacts (who I know only through LinkedIn) who would never be a client, a vendor or a partner.
So why bother? Why take a meeting and spend the time when there’s no “value” in it? Answer… because you never know!Continue Reading