| | | Sales Lead Dynamics | |  Differentiation | 15 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD DYNAMICS JANUARY 25, 2011  Prospecting Is a Marathon, Not a Sprint. They won’t meet with you unless they (a) understand what you offer; (b) think they might need your services; (c) consider you highly qualified and (d) can clearly differentiate you from your competitors. Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). They don’t respond to emails. And forget about a return call. They don’t know your reputation. | SALES LEAD DYNAMICS JANUARY 13, 2011  Your Business Has Changed. Adapt To The New World Mike breaks this down into three essential components: Resonate, Differentiate, Substantiate. If you don’t differentiate, buyers will pressure you on price and attempt to get your service (which they perceive as the same as others) from you or a competitor for as little as they can pay for it. It’s 2006. Your R & R (Repeat & Referral) business is flowing in. Life is good. | | | | | |
| SALES LEAD DYNAMICS NOVEMBER 17, 2010  Specialize. You’ll Grow Faster. This clearly differentiates them. Differentiate Yourself. Start by differentiating yourself. Strong differentiators are out there. …….But They found that high growth firms were three times more likely to have a “clear differentiator” than average growth firms. What Are Your Differentiators? I thought so. You can download the book at www.spiralingupbook.com. | SALES LEAD DYNAMICS JANUARY 4, 2011  The Phone Has Stopped Ringing. Now What? Differentiate between “deliverables” (a marketing plan) and benefits (more revenue). When times were good, many successful professionals didn’t need a well defined niche. All their business came via “R & R” (Repeat and Referral). They relied on their reputations and connections. The The phone rang. Business flowed in. Then, the phone stopped ringing. They have no target market. To Whom. | SALES LEAD DYNAMICS OCTOBER 20, 2010  Extra, Extra: To Get More Leads, Harness the Power of the Press Release Differentiate your firm and your services”. Once upon a time a press release was designed solely to get media attention. The goal was a (favorable) mention in print or on the air. The media were the messengers. Things have changed. You are now the messenger. With online press releases you can certainly reach the media. You may not be able to afford a PR firm. Why Publicity Matters. Award. | SALES LEAD DYNAMICS APRIL 5, 2011  Publish or Perish. Become a Thought Leader.or Else That’s differentiated him from other employment attorneys while enriching his personal network and opening up new business opportunities’. In academia, it’s “publish or perish.” It’s getting that way in professional services, too. Thought leadership” (a.k.a. marketing your expertise via writing and speaking) is probably the best way to find new clients. It’s becoming a necessity. | | | | | | | |
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SALES LEAD DYNAMICS | WEDNESDAY, OCTOBER 17, 2012  To Get More Referrals, Paint a Picture
They can’t differentiate you from your competitors. Here are examples of firms that have differentiated themselves: Target Market – The accounting firm that focuses on expatriates. There is a reason you’re not getting more referrals. And it’s not because you’re a loser. Your colleagues like you. They respect you. They want to help you. But they don’t know how. They don’t refer you for one of three reasons: They don’t understand what you do. They don’t know which of your services to recommend. Help them help you. Paint a picture of your ideal client. You Do What? MORE >> -
SALES LEAD DYNAMICS | WEDNESDAY, SEPTEMBER 22, 2010  Do You Sell Perfume or Do You Sell Hope?
You can’t differentiate your firm from others. The three elements of an effective value proposition are: resonate, differentiate, substantiate. Differentiate – Unless you can differentiate yourself from the scores of other, say, communications training consultants, you’re simply a commodity. Once you’ve clearly identified the benefits you offer and followed the Resonate- Differentiate – Substantiate rule, you’re ready to craft a statement. “ In the factory we make cosmetics. In the drugstore we sell hope.”. But Revson imbued it with almost mystical powers. MORE >> -
SALES LEAD DYNAMICS | THURSDAY, APRIL 19, 2012  For an Effective Elevator Speech Obey The 10 Commandments
Differentiate yourself. Fred the marketing consultant is at a networking event. He’s explaining his business. We provide CMO’s with best-of-breed, next-generation, scalable solutions that optimize revenue and enhance customer value ,” Fred drones on “ We act as a change agent empowering a paradigm shift using a value added synergistic approach that enables clients to take a deep dive.”. Mary, the woman next to him, is falling into a boredom-induced trance, a common occurrence at networking events. Fred’s speech violated the 10 Commandments. It’s a sales pitch. It’s boring. It’s pompous. MORE >> -
SALES LEAD DYNAMICS | THURSDAY, APRIL 19, 2012  For an Effective Elevator Speech Obey The 10 Commandments
Differentiate yourself. Fred the marketing consultant is at a networking event. He’s explaining his business. We provide CMO’s with best-of-breed, next-generation, scalable solutions that optimize revenue and enhance customer value ,” Fred drones on “ We act as a change agent empowering a paradigm shift using a value added synergistic approach that enables clients to take a deep dive.”. Mary, the woman next to him, is falling into a boredom-induced trance, a common occurrence at networking events. Fred’s speech violated the 10 Commandments. It’s a sales pitch. It’s boring. It’s pompous. MORE >> -
SALES LEAD DYNAMICS | THURSDAY, JUNE 9, 2011  Do You Have a Brand?
Your competitors’ offerings, and how you differentiate from them.”. I used to think a brand was just a logo. also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Wrong on both counts. A brand is a lot more than a logo. And it’s more than a niche. brand is what your market expects you to deliver. It’s your reputation. Even in the b2b world, brand perception and brand awareness matter. “ Your ability to acquire clients, increase profits and expand your business …. Sounds like it’s worth building your “brand.” agree. MORE >>
- You Found Your Niche. Now, Craft Your Message. SALES LEAD DYNAMICS | THURSDAY, MARCH 22, 2012
- You Found Your Niche. Now, Craft Your Message. SALES LEAD DYNAMICS | THURSDAY, MARCH 22, 2012
- You Found Your Niche. Now, Craft Your Message. SALES LEAD DYNAMICS | THURSDAY, MARCH 22, 2012
- Don’t Blow the Big Meeting. Ditch the Sales Pitch. SALES LEAD DYNAMICS | WEDNESDAY, APRIL 20, 2011
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