Do you want to grow your business? If your answer is yes then it is essential that you form new relationships to generate new business as well as ‘mining’ existing ones. Leads can come from anywhere which means it is important to build and maintain a network of contacts that will constantly be on the lookout for new opportunities on your behalf. Word of mouth and referrals will play a vital role in new business generation.
Part of the new business process is pitching. Whilst it may not be your favourite part of the sales process, it does help you refine and focus your product or service offering, keeps you competitive and is very rewarding when you close the business.
Try to focus your time and resources prior to pitching as first impressions make a huge difference. Reduce risk by evaluating all new business opportunities before proceeding; not all new business will suit your business model. Prioritise the work you are most passionate about doing as potential clients will always be able to tell if you don’t really want the job.
There is no doubt that being reactive in sales will get you nowhere. Progress will be slow and expectation levels are left unmanaged. Being complacent only provides opportunity for the proactive sales person.
How do you know if your pitch is any good? How do you know if you’re putting people off? There is a big difference between a Teller and a Seller?
Take a look at the following points and find out if you’re a Teller or a Seller.
- Tellers tend to give information. Sellers will solve problems.
- Tellers will leave the decision making to the prospect. Sellers often gain commitment.
- A Teller will present the product or service features only. Sellers will translate the features into benefits.
- Tellers do everything to avoid rejection. Sellers risk rejection.
- Tellers try to win by displaying their knowledge. Sellers win by simply closing sales.
- Tellers operate on the rational level of prospect interaction. Sellers deal with the prospects’ emotional and personality needs as well as their rational needs, wants and the most important thing.
- Tellers are simply reactive. Sellers are pro-active.
- Tellers want structure and stability. Sellers accept uncertainty as the norm.
- Tellers identify needs. Sellers intensify needs and wants.
- Tellers believe that by creating a better product, the world will beat a path to their door. Sellers believe that nothing falls into your lap. The world needs to understand your product so Sellers will communicate and educate.