The Competitive Advantage
September 26, 2017
True story… earlier this week, I was the recipient of bad selling – a “cold call” email from a sales rep in our industry pitching his services.
It started with “We’ve never met, but…” Immediately, my defenses went up! I knew what was about to come – a sales pitch of some kind.
Then, at the end of the pitch, the email went on to say, “I have no idea if this is relevant to you.” Which, of course… it wasn’t.
This kind of amateurish sales effort – very common in the Market Research industry – drives me up the wall! AAARGH!!!Continue Reading
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
April 18, 2017
This morning, I met a former client over a cup of coffee. Though we haven’t done business together in a couple of years, we have stayed in touch… first, because he’s a recipient of our firm’s on-going marketing efforts (emails, social media posts, etc.), and second, because we take the time for an occasional meeting over a cup of coffee (once or twice each year).Continue Reading