by Daria Steigman on August 2, 2008
Fast Growth Focus columnist Doug Davidoff writes about the five rules for creating demand:
- Know your customers.
- Identify problems they may not know they have.
- Educate clients on their problems by focusing on results and creating value.
- Don’t tell clients what you do; instead, “start building the bridge.”
- Monetize the value of your solutions.
Read Davidoff’s excellent article here.
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Doug Davidoff,
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Fast Growth Focus,
Value
by Daria Steigman on July 24, 2008
Sales people are always trying to sell something. That’s what they do. I know one terrific salesperson who could sell you the Brooklyn Bridge and convince you that you could move it into your back yard. Great, until you find out the promise and the reality don’t mesh.
Too many consultancies operate like sales operations: they close the deal and then try to figure out how to do the job. But consulting isn’t transactional; it’s about adding value.
Are you willing to tell a potential client their premise is flawed or what they want to do won’t work? I’d rather lose a job upfront than set everyone up for problems later.
Have you signed up to receive the Independent Thinking newsletter? Now’s the time! Once a month I’ll send you exclusive, subscriber-only content highlighting interesting articles I’ve found, as well as tips on marketing, social media, and how to grow your business. Sign up today!
Tagged as:
Sales,
Value,
Value Proposition
