A meeting I had yesterday got me thinking about something I want to share with you. Over my years in business, I have bumped into a lot of companies who use a "try and buy" approach. Let's take a look at this for minute.
I know it is tempting to give away your products, services, or time. A lot of companies do this in an attempt to "get in the door." The problem with this is that it devalues your business and your reputation, whether you know it immediately or not. It degrades the potential client's perception of your company from a potential "good deal" or "quality value" to "bargain basement." It's ok to say you are flexible and willing to help "risk-share" or "reduce the barrier to entry" for a potential client, but you rarely need to give away product.
Most often, it's common that the prospective client is objecting and you are missing, ignoring, or not fully hearing that objection. The objection is not, "I won't pay for your product or services." It is probably more along the lines of, "I am not fully convinced yet" or "I need you to help me better understand the value of this solution to me and my business."
If you feel yourself tempted to give your business away, try asking a question like this instead,
"If there were no cost to try this solution out, would you do it?" That will get to the heart of the objection, without you actually having to perform business services for free. Free devalues you. You are better than that. You are a value, but not a dollar-store deal.
The Rafters Group...because rafters uplift, support and reach for the sky. Helping solve business problems through short-term engagements. Creative problem-solving for hire. Email me at TheRaftersGroup@gmail.com to learn more.
Testimonies:
“Kristen Gill possesses drive, intelligence, creativy, and a total commitment to success. When I worked with her, I found that her high energy and dedication fueled all the projects she worked on.”
Doug Heppner, Area Vice President, TAC Worldwide Companies
“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners
“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005
“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007
Doug Heppner, Area Vice President, TAC Worldwide Companies
“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners
“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005
“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007
Kristen Gill
Principal, The Rafters Group
Business Development and Sales expert with over a dozen years of experience. I am able to help companies figure out how to increase the quality of their sales pipeline and improve their messaging to the marketplace. An engagement with The Rafters Group helps companies in their penetration of net new strategic accounts within their market and improves their overall sales effectiveness. Additionally, together my clients and I:
1. Help generate interest with new high-level target executives
2. Bring in qualified opportunities and increase understanding of prospect needs
3. Increase revenue pipeline and market penetration
4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)
5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level
1. Help generate interest with new high-level target executives
2. Bring in qualified opportunities and increase understanding of prospect needs
3. Increase revenue pipeline and market penetration
4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)
5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level
1 comment:
This absolutely makes sense, it makes it seems as if there is no confidence,therefore if you do it free you get a chance to prove that you are capable.
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