Professional services are not special. In fact, they are no different to any other type of business. They have something to sell and people buy it. So why is selling considered to be such a ‘dirty’ word?
Too many firms focus on the production and delivery part of the business which believe me IS important, however, without the sale, there is nothing to produce.
With this is mind, I thought I would share with you something I found about ten years ago to get you motivated to go out and make some sales today.
Everyday . . .
A new business is born that requires your service.
A business wants to grow and they need your help.
A consultant goes missing in action, leaving an orphaned account for the taking.
A business moves into your area and wants to deal with a local company.
A new buyer joins a business looking to make a name for them self.
That old buyer who used to tell you “No!” may have left.
A competitor drops the ball creating an opening for you.
A supplier gets complacent creating opportunity for you.
A professional fails to offer an idea that you have that could impact your prospect’s business.
A buyer just doesn’t like their representative.
A buyer is managing too many supplier relationships and needs a “one source solution” .
A buyer hates the buying process with their current supplier.
A buyer feels like they are over paying for what they are getting.
A business misses a deadline.
An incumbent fails to communicate properly giving you an opening.
A company needs the benefits of your offering to help them streamline their process.
A firm needs to get better market share . . . and your idea can help.
A firm needs happier clients, employees and shareholders . . . you’ve got the cure.
A buyer wishes they could find a supplier that would “get it right the first time”.
A referral from an existing account is there for the taking . . . you need only to ask for it!
A “poor” company can’t sustain quality.
Someone gets caught in a lie to a client losing credibility.
A company implements some stupid, non client friendly policy.
A supplier raises their price making the buyer reevaluate the situation.
A Buyer needs your awesome idea to make them look like a rock star!
A buyer gets FED UP!
Our job is to go out and find these people!
If sales really isn’t your thing but you know you need to improve your skillset around turning coffee meetings and random acts of lunch into billable work, then do get in touch. We can help.