sales process

How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?

My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her real work and who was really interested in her work and methodology. Is this a lead? No. Is …

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How do I follow up without p*ssing off my potential client?

When you are waiting on a new client or lead to say ‘yes’, it can be a tense time. Are they serious? Have you won the work? Do you have the resources for the work? Will they answer your calls or emails? That’s the problem. You know you need to follow up, but what is …

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6 big clues to help you identify and stop wasting time on tyre-kickers

Tyre-kickers. Not a particularly nice word, and often used to describe prospects who don’t want to buy your service, or the upsell from your marketing activity. In this post I’ll give you six signs that should ring alarm bells that you are dealing with a tyre kicker. After all, they don’t usually have a big sign …

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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2

This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid.  Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large …

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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 1

In this first part of a two part blog post, we will share our tips to helping you write winning proposals. What’s your 10% difference? Unfortunately much of what you put in your proposal will be mirrored in your competitor’s proposals. The market standard is what the buyer expects from all of their proposed suppliers. …

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Business Development Clinic: How often should I follow-up without seeming pushy?

Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline …

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Business Development Clinic: How do I qualify a lead?

Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is …

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How to get a meeting via a cold call approach using email

I received an email yesterday from someone who I didn’t know – which prompted me to reply immediately. Now, just in case you are wondering it wasn’t a potential prospect or a highly influential journalist wanting an interview. In fact, there may be no personal benefit to me in meeting this person. So, what did …

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How to convert a prospect from a seminar into a signed up client?

My client had had a very successful presentation at a seminar. As always with these things lots of people came up to talk to her afterwards. In fact there was someone who was in a role and position to give her real work who was really interested in her work and methodology. Is this a …

How to convert a prospect from a seminar into a signed up client? Read More »

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